Roy's Blog: September 2013

September 23, 2013

This is what people say about great salespeople

Their customers say;

—“I refuse to buy from anyone else.”

—“He is the only one I trust.”

—“I often go out of my way to create the sales opportunity for her.”

—“I feel guilty talking to anyone else about what I need.”

—“I don’t feel confident dealing with anyone else.”

—“I am ok to wait until she is available.”

—“I am quite willing to be inconvenienced in order to buy from him.”

—“I am thankful to have her looking out for my long term interests.”

Great salespeople

—“I think of him as a friend .”

—“I honestly believe she cares about me.”

—“He’s in it for the long term with me.”

—“She is always there to talk to me when I need to.”

—“He never pushes products at me.”

—“She is the best listener I have ever known.”

How many salespeople can claim their customers say 1/2 of these?

In my experience, not enough.

Cheers,
Roy

Check out my BE DiFFERENT or be dead Book Series

  • Posted 9.23.13 at 06:12 am by Roy Osing
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September 9, 2013

Why does being imperfect a lot make amazing sense?

Today, people are looking for the “Hail Mary” play to succeed.

The silver bullet.

The ONE colossal move that will do it all.

Sorry.

This is as rare as the flightless cormorant in the Galápagos Islands.

Lots of stuff

The secret to success isn’t really a secret at all.

It’s pretty simple really.

Success has less to do with the IDEA and more to do with what you do to bring the idea to life.

Turning the idea into a “crude deed”.

Blocking and tackling in the trenches where the complications and pain exists.

A “brilliant idea” is only good when seen in retrospect.

When the results of the idea can be observed and judged as brilliant.

And THIS is only achieved by flawless execution of the idea.

The brilliant Idea doesn’t exist in the mind where it is judged to be theoretically unique.

Rather, it is proven to be brilliant through blood, sweat and tears.

Want to succeed? Create an imperfect idea and pour your heart and soul into doing something with it.

Ship lots of imperfection, perfectly.

Cheers,
Roy

Check out my BE DiFFERENT or be dead Book Series

  • Posted 9.9.13 at 05:06 am by Roy Osing
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September 2, 2013

What is the credo of the fantastic storm marketer?

BE DiFFERENT or be dead: Marketing in The Storm proposes a NEW marketing approach that will position any organization to survive and thrive in today’s volatile and unpredictable world.

Here are the waypoints in the storm chart to guide you:

— SERVE people; stop flogging at them. Respond to their agenda not yours.

Learn about PEOPLE; STOP studying markets. Corollary: mass markets don’t exist.

— Dig for customer SECRETS; merely satisfying their needs won’t give you a competitive advantage.

— Create EXPERIENCES for people; take the focus off products.

— Be the ONLY organization that does what you do; better and best don’t describe a long term winner.

— Pricing: add value of your offerings for premium prices; avoid competing on lower prices.

— Move FIRST; the fast follower is still a copycat.

— Prevent your customers from leaving; don’t fuss over competitors entering.

— Earn 100% of each customer’s business. Corollary: measure share of customer more than share of market.

— Shun benchmarking, the tool of sameness. Copying lowers the bar it doesn’t raise it. Corollary: benchmarking has no strategic value.

— focus on your loyal customers to grow; leave new customer acquisition to the second rate players.

Storm marketing will separate you from the crowd. Wade in and see for yourself.

Cheers,
Roy

Check out my BE DiFFERENT or be dead Book Series

  • Posted 9.2.13 at 05:43 am by Roy Osing
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