October 14, 2007 We're Not French Fries...Are We? Something ironic happened in the past month. Two Vice Presidents of Sales came up to me and said the same thing within days of each other. The line made me laugh just as hard both times. They said, “If it weren’t for customers and employees, I’d be pretty happy!” Obviously, it was said tongue and cheek but it got me thinking. We can have the best laid plans of mice and men, but when you integrate people into the equation, you can expect significantly different results. Ray Kroc, founder of McDonald's knew this was going to be an obstacle. In the book, “The E-Myth,” it is noted that when McDonald's was formed, Ray knew he wasn’t in the hamburger business. He was in the process business. He wanted to make sure that no matter who you are, if you simply follow the process, you will get the same results. Hence why a Happy Meal tastes the same in Chicago as it does in Shanghai. Look at your Sales Process…whatever it is. I’d like to think it’s something you are using from one of our classes, but go with it anyway. You have a process. Why do different things happen when you use the same process each time? |
"I'VE BEEN COSTIGANIZED!" “These 'in-class' exercises blow away fake company role playing that they do in other training classes we have had." - TE, 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
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In this book, the author will reveals to you how to get ahead of the rush when it comes to the speed of life and business. You will learn that grasping the power of speed is your solution to less stress and more balance. >> Overcome the Top Sales Obstacles
Get John's insider advice on how to put an end to long selling cycles Download the video What do you do and say when your customers ask you to match a competitor's price? Listen to John's advice on how to
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>> Performing the X-Ray
John's newly released DVD will show you how to close your customer before you ever get to your product! |
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T"Knowledge is the fuel that confidence runs on." - John Costigan |