Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #196
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
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  • Each time doing strategy work the most fun is brainstorming the future via exercises on preventative and contingent actions. You can use them to cement a sale too. “Engagements are never perfect. I bet if we put our heads together we could come up with common issues and how we’ll handle them right now.”
  • Good decision making in the real world is often just two actions: Make a decision. Then make it right.

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nyt-selling-jets-billionaires

Here’s a concept to help your business development team. Make sure your customers think like you think they think. Put simply, know your buyer’s decision process, especially their default value orientation. The tendency is to assume your customers make decisions the same way you make decisions, that they share your same value orientation. Invest time confirming that your customers think like you think they think. Learn about their default value orientation. It will save you time in the long run. 

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Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #195
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • One challenge your people have with prospect meetings is getting (and staying) on track. They chat too much or are too serious. Have them use written agendas and share them to start the meeting. It gives them a nice way to uncover new issues (“before we start…”) and get permission to go into overtime (“…we’re not done, should we continue?”).
  • Need your people answering direct pricing questions better? Tell them to use ranges and couch it in language like, “I don’t know enough about YOUR exact situation to give a quote, and I hate to even give a range because you’ll remember the low end and I’ll remember the high. . .BUT, if you were to twist my arm I’d say companies looking for the results you want tend to invest between X and Y.” Then move on.

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Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #194
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • Research shows that what has happened, will happen. Be ready for it next time by taking notes and playing out alternate scenarios.
  • “You’re right, you’re right, we need to do that,” means you still have work to do for buy in. “That’s right,” are the words you’re listening for to tell you if you’ve gotten through.

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Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #193
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • Some look to motivation as the cure for employee engagement, my past self included. Today I’m convinced it’s momentum, not motivation we should be looking at.
  • Momentum, specifically helping employees gain momentum, leads to increased engagement. Check it against your experience, when you have been most engaged is it because you were being sparked and prodded, or is it because obstacles were being moved out of your way?

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Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #192
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • Hope is not a strategy, they say. That may be, but hope is a useful mindset compared to doubt, especially when it comes to finding new business because it leaves your brain open to work on possibilities. I’m saying you’ve got a chance.
  • One’s principles are useful when dealing with generalized circumstances, but not so helpful when digging into specifics. Keep that in mind when hearing a prospect say something you’ve heard before. Double check meaning.
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Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #191
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • Your clients are in the minority if they have a formalized decision process for procuring your products or services. So start broad and ballpark for them to start. They need a frame to work with at the beginning.
  • Start new endeavors with a guess. High, medium, and minimum acceptable results. Do this long before you’re emotionally invested. It makes it easier to pull the plug in the face of promising but sub-optimal results.
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Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #190
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • Remember, if you hear objections to money or time constraints, those are prioritization issues. If you’re hearing them say they don’t have a need, your job is to develop the opportunity. If you think they don’t trust you, however, you’re dead.
  • Too many times we make assumptions that turn our brains off, especially when it comes to growth ideas. Next week, when you bump into an assumption fight it by asking, “what would have to happen for this to work?”
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Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #189
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • One thought to ponder: what are you really being paid for? Are the talking heads on TV paid to be accurate? No, they’re paid to be entertaining. Know what your value is.
  • Nature versus nurture has been settled say science people. It’s both. It’s neither. Humans are complicated. So why pigeonhole your people with personality tests?
  • Read more

Sales and marketing Newsletter

GREG’S RIGHT FIT NEWSLETTER #188
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • Our lives are made up of countless details unique to us. It’s why “in every head, a world” is such a great saying. Next week, take a minute and jot down some of your unique details on a card or in a file on your computer and forget about it. You’ll thank me later.
  • Nothing beats being curious about your customers. Get in front of them. Along the same lines, nothing beats being curious about your people. Sit with them.
  • Read more