Thursday, September 30, 2010
Wednesday, September 29, 2010
Worth A Second Look
Some Will LEAD! Some will follow ..... "Who is doing this?" "I want to wait til someone else had made it work." .... Some will simply choose to STAY BEHIND.... "We've always done it this way."
Amazingly, a world renowned economist once said regarding computers, "I think there may be a market for ten of them worldwide."
When NCR said it had no interest in a new line of products three of it's executives left to form IBM.
A group of scientists in the early nineteen hundreds stated that if a car reached a speed of 35 mph the occupants would surely suffocate.
The only thing permanent is change.
Early in my childhood my mother, God rest her soul, started implanting and enforcing values. One of the first and most important was that we should always keep an open mind. She believed that a closed mind is a dangerous thing. We've all heard the saying, "a mind is a terrible thing to waste". She believed that a closed mind is a wasted mind. So for years she made all of us say, "Minds and parachutes have to be open to work." It certainly never occurred to me that I would be using that expression in what has turned out to be an over thirty year sales career. The interesting part of this is that I have used it, as more than a value. "How?", you ask. Well, when faced with a difficult client I have asked the question, "Have you ever heard the expression 'minds and parachutes have to be open to work' ?"
In over thirty years of selling I have never had one person disagree with that statement. The important part of this is that in addition to agreeing with the statement these difficult customers and prospects immediately demonstrated that they had an open mind. Of course, that required them to listen to what I had to say. I hope you give this a try and let me know how it works for you.
Thanks,
Tony
Posted 9/29/10
Amazingly, a world renowned economist once said regarding computers, "I think there may be a market for ten of them worldwide."
When NCR said it had no interest in a new line of products three of it's executives left to form IBM.
A group of scientists in the early nineteen hundreds stated that if a car reached a speed of 35 mph the occupants would surely suffocate.
The only thing permanent is change.
Early in my childhood my mother, God rest her soul, started implanting and enforcing values. One of the first and most important was that we should always keep an open mind. She believed that a closed mind is a dangerous thing. We've all heard the saying, "a mind is a terrible thing to waste". She believed that a closed mind is a wasted mind. So for years she made all of us say, "Minds and parachutes have to be open to work." It certainly never occurred to me that I would be using that expression in what has turned out to be an over thirty year sales career. The interesting part of this is that I have used it, as more than a value. "How?", you ask. Well, when faced with a difficult client I have asked the question, "Have you ever heard the expression 'minds and parachutes have to be open to work' ?"
In over thirty years of selling I have never had one person disagree with that statement. The important part of this is that in addition to agreeing with the statement these difficult customers and prospects immediately demonstrated that they had an open mind. Of course, that required them to listen to what I had to say. I hope you give this a try and let me know how it works for you.
Thanks,
Tony
Posted 9/29/10
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