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| Quote
of the Week:
"It's hard to beat a person who never gives up."
—Babe Ruth |
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Publisher's
Note: |
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"Better to live one day as a lion than to live a thousand years as a lamb." —anon |
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This quote resonated with me and got me thinking; courage can't be taught but the confidence to develop it can. Here are some tools: www.RulesoftheHunt.com |
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Discover STC — Quality ongoing sales training doesn't have to be complicated or expensive.
Sales Training Central's eTraining is one of the absolute best ways to get ongoing, expert advice from expert trainers like: Gil Cargill, Tim Wackel, Jim Domanski, Michael Nick, and many more. Learn More. |
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Fire Any Customers Lately?
by Mark Hunter
You will always have 10% of your customers who are not profitable. No matter how much you think you need their business, they're hurting your top-line and bottom-line. Save yourself some money and gain some time by firing them.
Whenever I mention this to people, they always freak out because they soon see how serious I am. There is not one salesperson who does not have a customer who needs to be fired, based on the lack of profit you're making from them and/or the hassles they are causing you and your company. The most valuable asset in any company is time - the time the employees have. When it gets wasted doing activities that are not profitable, then it only results in one thing - the overall company being less profitable.
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3 Big Ideas for Building Trust
in Today's Workplace |
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| Without trust, relationships fail — and without relationships, businesses fail. |
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| "Today's virtual office tools benefit employees and businesses alike — but only if managers can trust their employees to produce results outside the bounds of the traditional workplace." |
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| This brief summarizes 3 big ideas from Stephen M. R. Covey on how to remotely establish trust in your relationships, your team and your organization. |
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Download the Complimentary Brief:
Building Trust in a Modern Workplace |
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Challenge yourself on finding those customers who are not bringing profit to your company. Don't settle for the belief that you can't get rid of them because you don't have any better customers to replace them with. That belief will get you in trouble very quickly, because no business can stay in business if it's losing money. You might as well save a lot of time and simply stop doing any business and stare at yourself all day long doing nothing.
The point is this: By getting rid of customers that are not profitable, you will free up time and resources to go after better customers that have the potential to deliver to you real profits.
Easiest way I've found to fire a customer is to raise their prices. If they accept the price increase, then you'll now make the money you need to turn the customer into a profitable one. If they don't accept the price increase and leave, then you've achieved what you set out to do.
Each time I've worked with a salesperson or company to help them do this, I've been amazed at the positive impact it has had on the sales motivation. It will absolutely sky rocket. And in the end, the only effective salesperson is the one who has a high level of sales motivation.
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information or to read his Sales Motivation Blog, visit www.TheSalesHunter.com. |
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Word
of the Week: Lodestar noun [ lohd-stahr ]
- Something that serves as a guide or on which the attention is fixed.
- A star that shows the way.
- Polaris.
Example: It boasts a transportation system second to none amongst the great cities of the world, and it is, most significantly, the lodestar of Japanese culture in modern times.
—Lawrence William Rogers, Tokyo Stories
Definition
& Example courtesy of Dictionary.com
Trivia:
In what U.S. state is the grass so rich that it appears to be blue?
Answer:
Kentucky, famous for its smooth meadowgrass called "bluegrass."
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