Sales Newsletter #183: Enlightening prospects, Momentum, Summer Camp

Sales and marketing Newsletter

Quick notes to help you get more sales and marketing done in less time. . . next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT

  • Enlighten your prospects. When Ruth Reischl was interviewing for an editor position at Gourmet magazine, her interviewer said, “I came here thinking I wanted an elegant dinner party. Now I realize I should be asking for so much more.” That’s what you’re aiming for.
  • To qualify prospects, look beyond titles, position, and industry. Surveying a client’s customers revealed two traits not found on a list: they consider themselves successful and they’re willing to share. Doesn’t sound like much, but it’s making it easier to identify prospects that are struggling or intensely private, which helps us move on to the next ones.
  • Sit back and invent a few testimonials from your future best clients. Describe the situation before engaging with you and what they’ve found since working with your team. Seems silly, but I’m not sure our subconscious knows the difference because when clients do this, good things follow.
  • Take a minute next week and think about your prospects best possible future with you. Maybe you should share it with them. The might just say, “Now I realize I should be asking for so much more.”

Being Human – Be the wind beneath their wings

“I talked to the players and tried to make them aware of what was good and bad, but I didn’t try to run their lives.” – John Wooden


“Greg,” he asks, “how do I motivate my people to work harder?”

It’s a common question that comes in many forms but it’s basically, how do I persuade people to behave in certain ways?

I have many models, tools, and processes but next week I want you to think of just one, which happens to be the most powerful tool in my toolbox. Ready?

While persuasion is interesting, unwavering support of the direction your people are going is what builds unrelenting momentum. One requires constant prodding, the other constant vigilance. One pushes, the other clears a path.

Next week, catch your people doing something right and reward them. Find an obstacle and take it on for them. Be the wind beneath their wings.

Good stuff.

Random Stuff


It’s been over 40 years

Camp St Malo 1978

On the right side, in back, the dude with the yellow t-shirt  is me. My mother sent me a picture of an old postcard I had written from camp in 1978, in which I was a little obsessed with my rifle scores. They weren’t good enough to earn recognition. The funny thing is, I think that’s why I went to camp the next year. Just to get a ribbon or certificate or whatever you get for shooting a paper target with the little .22 caliber rifle. This led to me a camp counselor alumni page and it’s there I found this group photo.

In the middle is a kid I was dying to be friends with, Matt Dishong I think his name was. He was an exotic creature from Arkansas, loved football, had a plastic hogs head, and said “woo, pig, sooie.” Also there is Kevin Beeten. We used to camp with their family and I can remember hot dogs on a stick, ‘smores, hiking boots, and tying the food up in the tree to keep it away from bears.

On close inspection I see a lot of bad haircuts, one kid with a bota bag, a lot of denim, at least one mesh shirt, and a few leather visors (the hot item in leather-working class). I’m sure it was fun.

Now that I think of it, I remember one other thing. I was unreasonably afraid of taking a shower. It was a big, wet, dimly lit room with three shower trees, a lot of yelling, snapping towels, and it just typing this makes me shudder.

No wonder I wanted to be a marksman.


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