Edition 68 Monday November 22nd 2010
Hi , this weekend I decided to break the mold and do something different……..nothing!! Thats right instead of rushing around like a mad thing doing stuff for a multitude of others I made a few decisions that were for me …..not others!. You know what, it felt good too, I even had an afternoon nap one day!! (go Grandad!) .If you are anything like me then you are probably guilty of giving in to pressure and doing what others want you to do when often it is not what you want.. There is only one person that can change that, give it a whirl…..and don’t forget to throw in the nana/poppa nap !!.
Some other weekend stuff…..the hangover was not worth the journey, Buck Shelford is a legend, and life doesn’t get much better than starting your lazy Sunday watching the AB’s triumph live!.
I hope you had a restful, eventful, meaningful fun weekend ………cheers Jonesey!!!.
Harry the sensitive new age dog (S.N.A.D.) says “hey Clint doing things for you is great but don’t neglect your best mate when it comes to walks,food,hugs, kisses,extra food,&sleeping inside”
“People buy what they want ,when they want it more than the money it costs” Zig Ziglar
I enjoyed the chance to win a new business account last week. I was working as part of a team who were all responsible for putting together different aspects of the proposal and sales pitch.
Our Industry like others is highly competitive and cost/price sensitive. Most become too fixated on price and resort to price cutting and/or matching to compete with desperate competitors who readily reduce rates in an attempt to retain or win business.
We formulated a strategy that focused on the numerous points of differentiation we offered. We also highlighted the level of capital investment in equipment and resources we had made to win the account and talked positively about why it was important we as business people needed to show a return on that investment.
Instead of being defensive about our need to charge a decent rate to get that return we went on the front foot and appealed to our customers own business ethics and ability. What happened was extraordinary as our potential customer enjoyed the chance to contribute by agreeing this was critical to any business and moreover that achieving ROI in todays business environment was increasingly difficult. He was impressed with our approach and agreed to give us a crack, proving yet again that fortune definitely favours the brave and positive thinkers in the sales force!!.
“The positive thinker sees the invisible, feels the intangible and achieves the impossible” Iacocca
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