by Tom Arceneaux | Feb 20, 2012 | Community, Little Things, Series
Giving grows communities. It also grows business. We’ve talked about giving time. Giving resources is also a great habit to acquire. In my darkest financial days, my then new bride Elizabeth encouraged me to be more generous with our financial resources. It was...
by Tom Arceneaux | Feb 17, 2012 | Community, Little Things, Series
Here’s another important little thing – do the excellent work promptly. While you may have many things on your desk, your client may not be able to take the next step until you’ve completed your work. Help the client move to the next project or deal. The more...
by Dr. Larry Chonko | Feb 16, 2012 | Selling ASAP Book, Selling ASAP Thoughtware, Series
Salespeople have an affinity to be trendy. Yes, they must follow trends and infuse trends into sales strategies if the trends are judged to be relevant. Unfortunately, and too often trends are “spotted” after it is too late to do much about them. We have witnessed...
by Dr. Larry Chonko | Feb 16, 2012 | Community, Selling ASAP Thoughtware, Series
No one likes to feel useless…obsolete. Indeed, when someone feels useless, they sense they offer little in the way of value. It is common for salespeople to become complacent, to continue to do the things that have worked in the past….even in the face of changing...
by Dr. Larry Chonko | Feb 16, 2012 | Community, Selling ASAP Book, Selling ASAP Thoughtware, Series
A Sales professional’s first and most important priority is to ensure clients are well-served by the advice offered and received. Personal connections can be as important as the product or service information salespeople offer customers – if salespeople want...
by Dr. Larry Chonko | Feb 16, 2012 | Community, Selling ASAP Book, Selling ASAP Thoughtware, Series
Thoughtware is derived from technologies which are composed of three components: hardware, software, and thoughtware. The analogy between thoughtware and software is intentional because just as software is critical in the performance of computers and must continually...
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