It’s the approach which separates the people who never quits to the people who surrenders to life’s very own struggles. Here’s the learning example for all of us, life’s never going to be stable, it will make us crawl at times and it will lead us to the path of glory too. So, now you’ll ask me what does it mean? You see, life works on the same principle and ups and downs in life are equally important as it’s shown in the “ECG”, whereas the straight line is as fatal as it is for our heart. Let me start with a simple illustration of an “ECG” which is used to monitor a person’s heartbeat and in layman terms, it’s the zig zag lines which is shown on a monitor which depicts that the person is alive and as soon as the straight line appears, the person is declared dead. Contact Dave by phone at 91 or by e-mail at Visit his website at. I should have realized that and disqualified him sooner.ĭave Fellman is the president of David Fellman & Associates, Cary, NC, a sales and marketing consulting firm serving numerous segments of the graphic arts industry. ![]() The buyer with the brother-in-law failed that test. Third, and maybe most importantly, they have to show some real interest in buying from you. Second, they have to want, need or buy enough of what you sell to make pursuing them worthwhile. First, they have to want, need or buy exactly what you sell. You want to spend your time on “qualified” prospects, and as I’ve written in the past, that means three things. The branch may want to buy locally, but the office politics say otherwise.Īgain, this is a time management issue. Family situations may be the hardest to beat, followed closely by situations where a branch office gets all of its printing from the main office. Maybe the most important lesson I’ve learned in selling is that you can’t sell to everyone. He smiled ruefully and said,” Now do you understand?” She said “That’s not going to happen,” and walked away. He told her that I was trying to take her brother’s business. She was not what I would call a pleasant person. I finally quit on this prospect after running into him - and his wife - at a social event. I told him all about our quality control, our dedicated and experienced staff, our guarantee that the work would be done right or he would not have to pay for it. I learned that he regularly had quality and service issues with his brother-in-law’s company. He was happy enough to let me quote, but I never got any orders. Back in my Moore Business Forms days, I hung in for more than a year with a buyer who told me that he bought all of his forms from his brother-in-law. The things I would most like to do differently were situations where I put a lot of time into something that had a very low probability of success. This is really a conversation about time management. Looking back, I can see exactly where it did both of those things. That attitude has helped me in sales, but it has also hurt me. I was taught to persevere against the longest odds. The sports culture is full of bromides, for example: A winner never quits, a quitter never wins. ![]() (Fortunately, we never competed against each other for the same girl!) We competed against each other in sports, board games and even classroom success. We didn’t have toys, we had sporting goods - balls, bats, gloves, racquets and clubs. ![]() I have two brothers, and we were all athletic.
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