Influencer and a decision maker: what’s the difference?
Friday, 17 Dec, 2010
Influencer and a decision maker: what’s the difference?

When I hear sellers say, “He’s just the influencer, not the decision maker,” I get curious. What’s the difference?
If you consider the tech manager an influencer, but the solution won’t be purchased if s/he says ‘no’, this person is a decision maker.
If you don’t consider the gatekeeper at all, and s/he won’t let you in, […]

I’m finally mad at Starbucks
Tuesday, 14 Dec, 2010
I’m finally mad at Starbucks

I started drinking coffee when I was 62. I tasted it once as a kid and hated it cuz  my mom drank it black and it was yuckky. I never tried again.
But sitting with friends at Starbucks a few years ago, I tried one more time (flexible, right? Only took me,um, 54 years to try again!) […]

Christmas in Austin
Tuesday, 7 Dec, 2010
Christmas in Austin

Every year, on the first Saturday in December, Austin has one of it’s infamous ‘happenings.’ We close open our main thoroughfare to become a people’s space: carolers, cafes, open museums, restaurants offering free hot chocolate. Near the capital, a dozen or more local vendors sell their jams and candles and T-shirts so people can buy […]

A sale: objective or outcome?
Monday, 6 Dec, 2010
A sale: objective or outcome?

So much of sales seems to be about getting someone to buy. That makes a sale the objective of the call. What would be different for you  if it were approached as an outcome instead of an objective? What would you need to do, or believe, differently? And how would you know that you could meet your quotas […]

Getting beyond “We’re fine, thanks”
Friday, 3 Dec, 2010
Getting beyond “We’re fine, thanks”

When you call a prospect and hear “We’re fine, thanks,” are they really fine? And how do you know?
Here are the possibilities:
1. they are not fine, but don’t know you and don’t want to speak with you but may be speaking with other vendors to seek change;
2. they are fine;

The Indignity of Selling
Tuesday, 30 Nov, 2010
The Indignity of Selling

For the past 20 years, I have closed my sales easily in one of two ways. 1. clients have purchased my services by calling me once, giving me a date, and giving me an address to send the contract. No price discussion, no others to meet, no meetings. They had read my books, had control over their budget, and called.
2.  When […]