Selling Tip #17-Embrace Change

Less than 25% of American’s are fully engaged in their work. Even less are engaged in personal performance improvement.

Look, there are three ways you can improve your ability to sell a product or service, they are: strengthen your strengths, strengthen your weaknesses or wait for the competition to drop the ball. I strongly recommend you avoid option number three. As I often say…change is not only likely…it’s inevitable. The only way to really improve your performance is to change.

If you don’t like your current state, change it. If you can’t, change your attitude or aptitude. Once you BYOCPO-Be Your Own Chief Performance Officer, you will sustain and improve your performance. Something needs to change for things to get better.

If you want to build stronger customer relationships…embrace change. Make performance improvement a personal goal, create a detailed plan and get an accountability Partner to help keep you on plan.

That’s what it takes to BYOCPO- be your own Chief Performance Officer. Get fully engaged and you will get better results. Learn more to earn more!

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Take Negotiations to the Dogs

Whenever I am working with sales teams, the topic of effective negotiations often arises. In my thirty years of sales experience, I have attended many hours of negotiations training. For the record, the best was from the Karrass organization and my friend Frank Mobus, but I digress.
Another rich negotiation experience was when I served as a Labor negotiator for General Motors with (or against) the UAW. Keep in mind, I don’t teach negotiation skills, but I often share several of the best tips I have learned over the years. One of which is what I call “the confused dog look.” Whenever your customer or the “other side” offers a counter-proposal or a concern, just simply tilt your head and don’t say a thing. Most of the time they will drop their issue, recant there statement, or better yet simply agree with your proposal.
Why this topic today?
This morning I saw the best example of how to teach this technique. So thanks to YouTube, here is a great 30 second video example of the “Confused Dog Look.”   Enjoy!
If improving your effective negotiation skill is a high priority for you, and why wouldn’t it be if you are in sales, try this…it works!

Hello Again!

I know it’s been awhile since I published an article here, but hey I’ve been busy. The work over the past few months is about to come to fruition. In the coming days, a new website will be launched for The CPO Institute. The CPO Institute is where you can learn to BYOCPO and improve your personal and professional performance. The US Department of Labor estimates that over 70% of our OJT is through informal learning. There are five “Pillars of Performance” that we talk about in the BYOCPO Process and each is important to helping you “Change your performance.”

If you or your organization would like to experience improved overall performance, contact me at The CPO Institute. Life is too important…Don’t Just Do It!

Plan Tomorrow

Yesterday is gone, today is quickly fading. Here’s the question: What are you going to be tomorrow? Focus on your priorities and make a plan to use every minute wisely.
Notice I asked what you were going to BE? Not Do. Doing is an action, being is your purpose. As you BYOCPO, you will find the process gets easier as you define what it means to be prosperous. Not prosperous in others eyes, but only in your eyes. Forget about all the external inputs and opinions. How do you define “your prosperity”?
Only after you deside what and who you want to be can you truly plan your tomorrow. Don’t plan what you are going to do…plan what you’re going to BE!
Life is too important…Don’t Just Do It!