Are you nervous about an approaching meeting with an employee who has been performing well below your expectations? Do you need to make sure you’re at your best for this meeting? That you hit all the right notes? That you accomplish all you need to accomplish to give this employee the best chance for improvement…
In old school business-to-business selling, we were taught to find something in our prospect’s office to relate to and use to spark a conversation. Could be a picture or a poster or even a style of furniture. In theory the lesson was simple and wise. In the field, though, it proves to be ill advised…
When I think of “old school” selling techniques, I’m often reminded of the 1980 movie Used Cars. The comedy features Kurt Russell as a hotshot used car salesman named Rudy Russo. Russo and his crew are getting piece-of-junk cars ready to sell, and they willing try anything to make a buck. Doesn’t this capture how…
Don’t write a business plan; rather create a “game plan.” To really make it work, you must do more than change the name. You need to understand the difference. A business plan is something that a company would give the bank to get a loan, or what a company may use to determine the financials.…