Selling Strategies: Strategies for Success Newsletter July 2008 No. 31
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Published by Emily Huling Selling Strategies
Copyright 2008 Emily Huling. All rights reserved.
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In this July 2008 issue:
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1.
Thoughts from the office
Diluting the soup
When I was a commercial casualty underwriting trainee for Aetna Life and
Casualty in Pittsburgh, Ron Compton, the general manager, made it a point to
periodically take the dozen trainees out to lunch on a rotating basis. It wasn’t
pre-planned or fancy, just a casual, “Hey, do you have lunch plans today?” He’d
take two or three of us across the street to a local diner.
It was a hole-in-the-wall place, full of Steeler paraphernalia, but had reliable
food. As customary, we all ordered
the chili with extra saltines. Moments later, the steaming bowls arrived. Two
bites into the chili, Ron announced, “This is the last time I’m eating here.
They’re watering down the chili.”
He went on, “Why do restaurants do that? Why, when a business has a great thing
going, do they mess with success and drive away loyal customers by lowering
their standards?”
Are you or your business guilty of diluting the soup? Intentionally or
unintentionally, have you cut back on quality or customer service? Have you
stopped following up with customers after a sale? Neglected to make annual
update phone calls? Not spoken up when you see or hear something that’s just not
right? Hired someone to fill a position knowing in your gut it wasn’t a good
fit?
It never pays to dilute the soup.
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2.
Thoughts from the road
Fulfilling a dream
At the age of ten, I saw the Walt Disney movie The Moonspinners starring my
favorite childhood movie star Hayley Mills. Smitten by the mystery and scenery
of Crete, I made it a goal to one day visit Greece. For forty years, I’ve had a
savings account earmarked for my journey. Deposits to the account only came from
cash gifts, loose change from purses and pockets, and piggy banks.
As I write this, I’m sitting with John on a Celebrity cruise ship’s stateroom
balcony sailing from Santorini to Istanbul. Our adventure on this twelve-day
voyage has been amazing. The history and beauty of this part of the world has
far exceeded our expectations. We’ve met passengers from all over the world –
Australia, New Zealand, England, Scotland, Wales, Russia, Spain, and Hong Kong –
celebrating honeymoons, anniversaries, graduations, and surviving major illness.
We’ve even met one other person who, like me, is realizing a childhood dream.
It’s so easy to get caught up in our day-to-day existence and forget or postpone
something of personal significance. Don’t wait too long to fulfill a coveted
goal.
What’s your childhood dream? If it hasn’t occurred yet, how and when will you
make it happen?
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Each day brings magic and miracles. Find yours. EH
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Excerpts from Fortune magazine, May 12, 2008 issue, “The Best Advice I Ever Got”
“First, always ask for the order, and second, when the customer says yes, stop
talking.” Michael Bloomberg, Mayor of
New York City
“Don’t spend your time on things you
can’t control. Instead, spend your time thinking about what you can.”
Thomas S. Murphy, Former CEO, Capital Cities/ABC
“Spend time with your customers. Especially when you’re new, the first thing you
should do is go out to customers and ask them how you compare with competitors,
how your service is, what people think of your products. Customers will give you
the reality. They don’t care about your title, they just want value. You’ll
never get anything straighter than from a customer.”
Charlene Begley, President and CEO, GE Enterprise Solutions
“Whatever anybody says or does, assume positive intent…When you assume negative
intent, you’re angry.” Indra Nooyi,
Chairman and CEO, Pepsico
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On the road in 2008
Here are my currently scheduled public speaking engagements and conferences I’ll
be attending.
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Business growth opportunities and tools
This coaching program provides three months unlimited access to me. Contacts
include scheduled phone calls, course assignments using my books and audios,
weekly activity and results reviews, and a dozen other topics to increase
business. Our goal is to shorten the learning curve and create a sales process
for long-term success. Full details on acceptance, topics, and cost are on the
website. www.sellingstrategies.com
1.
Thriving in a Soft Market
2.
Soft Market Selling
3.
Compete with Direct Writers
4.
Handle Sales Objections
For detailed program information and to purchase these audio programs, go to
www.sellingstrategies.com.
Newsletter readers save 20% off the $59 program cost. Use coupon code news11 at
checkout.
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Selling Strategies: Strategies for Success Newsletter is published by Emily
Huling Selling Strategies. For further information contact
emily@sellingstrategies.com.
© 2008 Emily Huling. All rights reserved. Feel free to share our newsletter if
copyright and credit are always included.