1: You are stuck.

“If only your prospects knew as much about your company and its solutions as you do, they would buy from you, right?” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.

Not so fast, the authors suggest.

Erik and Tim emphasize the importance of finding your unique story and point of view as a salesperson. This is essential … continue reading

1: Let’s go back in time to when you were dating. Perhaps that is you right now.

“Now, what happens to you when you go out on your first date?” Erik Peterson and Tim Riesterer ask in their powerful book Conversations That Win the Complex Sale.

Let’s say you start talking about yourself. And you keep talking about yourself. You spend the whole date talking about yourself.

What’s going … continue reading

1: “Every Saturday, a siren goes off in Tim’s quiet suburban community, signaling that it is noontime. No one gives it much attention around town,” Erik Peterson and Tim Riesterer write in their terrific book Conversations That Win the Complex Sale.

It’s just the “noon whistle,” people say.

But the same siren is also used to signal a severe weather emergency.

“As a result,” the authors note, “the same … continue reading

1: “If you’re like most sales professionals, you think a successful client relationship is one in which everyone is always smiling,” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.

You intuitively believe your job is to keep clients happy, as if being well-liked is the goal.

You send birthday wishes. You inquire about their kids. You do whatever it takes to … continue reading

1: The competition isn’t always the competition.

The real competition is often the status quo. Or, doing nothing.

“When you’re facing any kind of decision that’s a bit complex, you’ll put off making that decision until you’re sure which choice is the best,” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.

“Unsure about where they should invest their money, time, and … continue reading

1: Did you know that Babe Ruth began his baseball career in 1914 using a 54-ounce bat?

“That’s a big bat,” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale.

“For those of you who are not familiar with what’s ‘normal’ for baseball bats,” the authors note, “most professional baseball players today use a bat that weighs between 31 and 35 ounces.”… continue reading

1: “We had lost our bearings. We were wandering in the valley of death,” Andy Grove writes in his book Only the Paranoid Survive: How to Exploit the Crisis Points That Challenge Every Company.

The year was 1984, a pivotal moment for Intel.

The company had been founded 16 years earlier.  “Every start-up has some kind of a core idea,” Andy notes.

“Ours was simple. Semiconductor technology had … continue reading

1: “Screw them. We could run a better convenience store than these folks!”

Twenty-one-year-old college student Ron Shaich was mad.  He and his friends had been “escorted” out of the Store 24 convenience store directly across from Clark University, which they attended.

The “beefy security guard . . . had taken one look at the trio of scruffy kids lingering over the ice-cream freezer and decided we were intent on … continue reading

1: Advertising legend David Ogilvy was a maverick.

“Unlike the typical, predictable, and egotistical advertising that most agencies produce to promote themselves, David ‘gave’ his genius away,” Jeffrey Fox writes in How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients.

David didn’t beat his chest and proclaim the greatness of his firm Ogilvy and Mather.

“Instead of writing about himself,” Jeffrey notes, he “gave … continue reading

1: Listen.  Listen.  Listen.

1: “Always Be on ‘High Receive,'” Jeffrey Fox writes in How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients.

What do Rainmakers think about?  What is their singular focus?

The customer. 

What is our job as Rainmakers?

To listen to our customer.  We “must accurately hear what they are saying and not saying.  We must be acutely aware of all … continue reading