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Name of author Rick Baker, P.Eng.

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Sales Tweet #84

by Rick Baker
On Nov 11, 2010
Sales Tweet #84 The #2 and #3 Things: #2 determine your Client’s interest and #3 determine your Client’s self-esteem.
 
The Thinking Behind the Sales Tweet
If your Client is not interested, if your Client has little personal vested interest, then that is something you must understand. This does not necessarily mean your Client will not say, “Yes”. However, it is the most important thing to understand before you proceed. Your Client’s self-esteem is the next-most-important thing. To excel at the sale you must understand whether or not your Client has low self-esteem or high-self esteem. Your decision on this is required if you want to confidently guide your sales actions.

Tags:

Sales | Thought Tweets

Credibility and your Marquee Clients

by Rick Baker
On Nov 10, 2010
If you do not have a Marquee Client then it would be worth your while to figure out how to solve that problem. You could make that your #1 priority.
 
If you do have one or more Marquee Clients, then…well done. You have one of the most-important ingredients.
 
Your business-success recipe calls for this ingredient, your Marquee Clients.
 
How do you know if you have Marquee Clients?
 
Marquee Clients have these sorts of qualities:
  • They are well-known in your target market area
  • They are respected
  • They are successful
  • They are growing and vibrant
  • They illustrate leadership qualities in their market sectors
  • They employ business leaders
  • They employ community leaders
When you serve a Marquee Client you prove your strength and your capability.
 
Marquee Clients validate your ability to live up to your word.
 
As the Heath Brothers say, in their Sinatra Test‘if you can make it there you can make it anywhere’.

Tags:

Leaders' Thoughts | Marketing

Sales Tweet #83

by Rick Baker
On Nov 10, 2010
Sales Tweet #83 People pass lie detector tests 2 ways: telling the truth and lying while believing the test won't work.
 
The Thinking Behind the Sales Tweet
I am pleased to confirm I have no first-hand experience to prove this is a fact. I am basing that Sales Tweet on things experts have written.
 
Experts say…
• If one is telling the truth then one feels no fear. When one feels no fear a lie detector will not register any of the automatic physical reactions the body experiences in reaction to fear.
• If one does not believe the lie detector test will work then one experiences no fear so, again, the lie detector test registers no ‘fear reactions’.
 
What’s the point?
 
There are at least 3:
 
1. Belief is a powerful tool…as Napoleon Hill said, “What the mind can conceive and believe it can achieve.”
 
2. The human body reacts automatically to situations – particularly, stressful situations. However, these automatic reactions can be controlled. There is no more astonishing example than the Navy SEAL example.
 
3. Obviously, lie detectors can provide a great deal of great fun…however; we recommend you experience them in places not called the ‘Interrogation Room’.

Tags:

Beyond Business | Humour | Thought Tweets

Family business thoughts

by Rick Baker
On Nov 9, 2010
Joan Fisk shared many personal stories with us at the October 22nd Centre For Family Business breakfast event.
 
Several of Joan’s comments and stories struck chords with the audience.
 
Joan was kind enough to let me share with you some excerpts from her presentation.
 
Joan’s grandfather, Edward Warnock, while in his early 40’s conscripted to support the Canadian Second World War effort in 1939. This point struck me because my grandfather, almost the same age, did the same thing…leaving his teenage children for 7 years. From time to time, we must pause to remember the war-courage and war-sacrifice recent generations have been spared.
 
In 1954: Joan’s father, James Adam Warnock, picked up the broken pieces of the family business and started over. Within less than 10 years, James Warnock’s life had changed from that of a privileged private-school graduate to a ‘broke’ husband with 4 young children…soon to be 6 young children. Joan’s story of her father’s dedication to re-building the family business is one of the most fascinating family business success stories I have heard. And, the way Joan told the story was laced with openness, respect, realism, tolerance, and love.
 
Joan’s words will show you what I mean…
 
“My father, as you have heard, was a true entrepreneur. He refused to give up when he was faced with the demise of his family business empire, and it was this unbending drive, energy and passion he passed on to his children.”
 
Joan also spoke about ‘change-for-the-better’, including the positive change confirmed by the roles women now serve in business…
 
“In previous generations, generally accepted business practices did not include taking a woman into the company. That was on a par with taking women to sea: bad luck at worst and a lot of trouble at best. As you heard in the history of the Warnock Family business there were no women successors in the first 4 generations.”
 
In 1978 Joan became the 5th-generation President of the family business, Tiger Brand Knitting Company Ltd.
 
And, Joan shared a touching father-daughter story about how that happened too.
 
Joan: Thank You for sharing your sharing your family-business stories with CFFB members, sponsors, affiliates, guests, and friends.
 
Footnotes:
Joan Fisk…samples from Joan’s bio
 
Pres & CEO, Greater K-W Chamber of Commerce, 2008-2010
VP International Women’s Forum, 2007-2010
Director – Wilfrid Laurier University, 2005-2010
Owner – Joan Fisk Designs, 2005-2010
Director – Gore Mutual Insurance, 2000-2010
President – Tiger Brand Knitting Company Ltd., 1978-2005
 
 

Tags:

Leaders' Thoughts | Entrepreneur Thinking | Family Business and CFFB

Sales Tweet #82

by Rick Baker
On Nov 9, 2010
Sales Tweet #82 ""Well things usually change for the better."" John Wayne, ""The Duke"", said that in the movie 'Chisum’.
 
The Thinking Behind the Sales Tweet
Just about everyone admired and respected The Duke. The man was an icon and his legacy remains strong. Now, The Duke did not always prevail…in a few movies the bad guys got him before he got them. However - his courage, his confidence, and his conviction to do the right things never waivered. So, when The Duke says ""Well things usually change for the better"" we better listen to him and heed his words. A link to Changing for the Better.

Sales Tweet #81

by Rick Baker
On Nov 8, 2010
Sales Tweet #81 Ernest Seller thought Selling to VITO was a sequel to The Godfather.
 
The Thinking Behind the Sales Tweet
As mentioned at Sales Tweet #15, Ernest is a natural born salesman. With that going for him, he knows sales training and sales-education literature are a complete waste of time. So, he hasn’t read Selling to VITO. Actually, he hasn't read any sales book. He prefers Sports Illustrated. He is also keen on looking at pictures of Harleys...he will buy any magazine that has a Harley on the cover. And, he likes fishing books...not a lot of them but one or two a year. He also reads the comic section of the daily paper. And, he listens to Country & Western music. And he...

Tags:

Thought Tweets | Ernest Seller

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