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Articles from Mike Schultz | Selfgrowth.com
- Digging Deep into Needs with the Five Whys - by Submitted on Jun 07, 2011 from Mike SchultzQ. “Why did the chicken cross the road? A. Jack Bauer: Give me ten minutes with the chicken and I’ll find out.” If you want to be a trusted partner, helping your customers solve their most difficult problems and create lasting success, you have to solve the right problems. Many ...
Views: 1200 - Building Rapport – The Life of a Salesman - by Submitted on Jun 07, 2011 from Mike Schultz“The man who makes an appearance in the business world, the man who creates a personal interest, is the man who gets ahead. Be liked and you will never want.” - Willy Loman in Death of a Salesman. Sure, not everything worked out for Willy the way he might have wanted it to. He needed a lot ...
Views: 1772 - 16 Principles of Influence in Sales - by Submitted on Jun 07, 2011 from Mike SchultzPunch is a powerful beverage. Leaders at companies drink it and invest in major acquisitions. They expand overseas. They purchase zillion dollar new technologies for their companies. And they embrace all sorts of management philosophies and methods. As sellers, we all have punch. But it’s ...
Views: 1166 - 10 Rainmakers Principles to Live By - by Submitted on Jun 07, 2011 from Mike SchultzPeople often ask us, “What separates the best from the rest in sales?” It always reminds me of what a great business guru once said. “Want to know the secret to making 10 million dollars? First…start with 9 million dollars.” (Thank you, business guru Steve Martin.) Assuming you don’t have ...
Views: 1211 - 6 Keys to Communicating Your Value - by Submitted on Jun 07, 2011 from Mike Schultz“So, what do you do?” Such a simple question that lands so many sales and business professionals in hot water. Hang around any conference and listen to how a bunch of “What do you do” conversations unfold, and you’ll hear some pretty anemic attempts at answers. The answers are painful to ...
Views: 1171 - Six Questions You Absolutely Need the Answers to for Sales Success - by Submitted on May 28, 2011 from Mike SchultzEver know anyone who you knew could do something but still didn’t do it? We know a lot of people who could succeed in sales – they have the knowledge, they have the skills, and they know the process, but they don’t actually succeed because something else is holding them back. Our most ...
Views: 1006 - Goal-Setting for Sales Success - by Submitted on May 28, 2011 from Mike SchultzA colleague of mine who’s a young serial entrepreneur has a sign over his computer. It reads, “Goal: Own the San Francisco 49ers.” And it has a date that’s not so far away. When we talk I always ask about progress. Last week I asked him, “Can you at least buy the 22ers yet?” Interestingly ...
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