Promotional Consultant Today

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Connect With The Buyer
Ten-year old Billy Johnson just got home from school. He's been thinking about an ice cream bar all day. He wants it bad. Unfortunately, the only person at the Johnson house is his teenage sister, Susie. As Billy approaches her, she quickly anticipates his agenda and cuts him off. "Billy, you can't have an ice cream bar. It's too close to dinner and it will ruin your appetite."

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TOP SHELF TIP NO. 9
"The secret of success in life is for a man to be ready for his opportunity when it comes."
Benjamin Disraeli, British statesman, 1804-1881

     It's over. Billy's cooked without a chance to negotiate or be heard? Why? He didn't reach the ultimate decision maker. But wait, who's that walking in the house in good spirits and a bounce in his step? It's Dad!
     Billy rushes to the big guy with a hug and says, "Hey Dad, can I have an ice cream bar?"
     Dad's golden response: "Sure sport and I'll tell you what, get me one too."
     Yee-haw, sale closed!
     In sales, as in life, you have to reach the right person in authority. This week, Promotional Consultant Today, will look at tips for helping you get bigger deals in less time.

See Yourself As A Peer
     Before we get into approach, answer this: Are you confident enough to dialogue on equal ground with the big wheels who run the show? You would be shocked at the number of grown adults who will answer this with a "yes" to others, but say "no" to themselves in subtle, counterproductive ways.
     Trigger Tip: To view yourself as a peer, use positive self-talk and manage that internal cynic. Remember, how you present yourself is stronger than any service or product you offer. A strong handshake, a confident personality and voice, and the right mental attitude can make a huge difference.

          Source: Joe Takash is a keynote speaker and the CEO of performance management firm Victory Consulting based in LaGrange Park, IL. He's spoken to clients like American Express, Prudential and General Motors on how to improve results through building morale, motivation and teamwork. A syndicated columnist, Joe has been featured in Entrepreneur, Selling Power and MSNBC.com. His forthcoming book from Wiley, Results through Relationships: Building Trust, Performance and Profit through People, will be out in 2008.

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