May 30, 2007 Have You Lost Your MO-JO? If you are in sales, the answer is yes. In this sense, I am using the Austin Powers term of MO-JO to represent your confidence. Experiment #1: Question: Ask ten different people for a date. Results: Get ten rejections. Summary: Yep, that ought to do it! You’re well on your way. You’ve lost it! Experiment #2: Question: Ask ten customers for an order. Results: Get ten rejections. Summary: “Two Tickets to Loser-ville please!” Experiment #3: Question: Customer says, “Why should I pay you more?” Results: You stammer and sound like a sales person reciting Features and Benefits, sounding like everyone else. Summary: Check please!! Experiment #4: Question: Through your persistence, the “C” level finally agrees to see you for one hour. You walk in, they say, “You’ve got ten minutes. What’s your value proposition?” Results: Your answers are vague and more “self” focused instead of industry and customer focused giving them information they didn’t even know yet. Summary: You search Google looking for creative ways to say “I messed up” that will look OK on the forecast. Oh, found one. “No budget.” |
"I'VE BEEN COSTIGANIZED!" “John's incredible confidence in this approach is evident, but his ability to execute to 'LIVE' clients is clearly the proof in the pudding. He has given us a new focus and challenge on how to succeed." - KF, Account Executive
If you've been using John's techniques and as a result have a success story you'd like to share with us, email the story to us (300 words or less, please) and a photo. The best stories will be published in upcoming issues! Send your story and photo to: successstories@JohnCostigan.com
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>> Recommended Reading
The 4 - Hour Workweek by Timothy Ferriss
In this book, you will learn how to save time and not let people control your time. You will learn to work smarter instead of harder.
>> Overcome the Top Sales Obstacles
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T"The most damaging phrase in the English language is: "It's always been done that way." - Grace Hopper |