The four things that determine success in sales
1. Believe it can be done!
2. The number of prospects you see
3. The quality of the prospects
4. The quality of your presentation
It's All About Learning, by John Daley
“If there is more change going on outside your company than inside, your company is not long for this world,” says Jack Welch, General Electric chairman and chief executive.He goes on to say, “An organization's ability to learn, and to translate that learning into action rapidly, is the ultimate competitive business advantage.”
Business Management/Leadership Types, by John Daley
Most business executives get into leadership positions of either ownership or management because they have a dream. They believe they will have more freedom from organizational red tape, after watching their managers they know they can do a better job, prestige, life balance and/or they want financial freedom. What happens to the dream once they get into the role of manager?
Conquest of Fear and the Habit of Courage, by Brian Tracey
Perhaps the greatest challenge that you will ever face in life is the conquest of fear and the development of the habit of courage. Winston Churchill once wrote, "Courage is rightly considered the foremost of the virtues, for upon it, all others depend." Fear is, and always has been, the greatest enemy of mankind. When Franklin D. Roosevelt said, "The only thing we have to fear is fear itself," he was saying that the emotion of fear, rather than the reality of what we fear, is what causes us anxiety, stress, and unhappiness. When you develop the habit of courage and unshakable self-confidence, a whole new world of possibilities opens up for you. Just think—what would you dare to dream, or be, or do, if you weren't afraid of anything in the whole world?
Considering a Consultant or Business Coach, by John Daley
First, how serious are you about changing your comfort zone? It took you a long time filled with trial, error and success to get to this point. You're successful right now at some level. Do you have it in you to get to the next level?
Does Your Company Need a Diagnostic, by Jerry Leath
Remember one of the periods of time when you just did not feel well? It may have been a dull ache, sharp pains or you just did not seem to have any energy. If this condition did not go away, you probably went to see your doctor. Your doctor asked you a few questions, listened to your chest, took your blood pressure, and drew some blood for testing and proceeded to diagnose your condition. Upon diagnosing your condition he discussed with you the treatment he wanted you to begin and 99% of the time you recovered and proceeded with your life feeling normal again.
Looking for a High Performance Team? by John Daley
As a business coach I watch business organizations as a student. I'm always looking for the unique characteristics of successful (or unsuccessful) organizations and as you know it usually boils down to leadership. Nothing new… right? Look at sports; you can have great players and a manager that struggle to win. What about the gold medal winning US Hockey team with an outstanding coach but no superstars? One manager can be the biggest hindrance to success and that would be the "tribal manager". (The Strategic Partnering Handbook)
My Perspective on the Goal of Life on this Earth, By John Daley
Life is like a big gym. When you're young you require specific direction, control and light weights. As you grow older the weights (challenges) get heavy and hopefully you get stronger and wiser. The control slowly diminishes. During your life in this gym (earth) you will have heavenly and earthly spotters and coaches. The role of the coach/spotter will evolve from dependence and concern to independence and pride. The coach/spotters only succeed when they provide healthy independence. Tough goal, dependence and control are much easier to handle but not the goal we've been given. It takes a strong confident coach to watch us fail and then coach us to success.
Reading Body Language for the Sales Proffesional, by John Daley
Body language is a fascinating skill. People rarely recognize how much information they give off and how noticeable it is to the human eye. Even to the untrained human eye. I can remember coming home from school as a child after having a tough day and seeing my mother. Instantly she would look at me, and ask, "What is a matter?" I know for a fact the majority of the time, I would answer, "Nothing." However, her keen exploration would soon make me realize that I had a negative attitude.
The Human Element! One Plus One Equals Three! by John Daley
How can a Football team get a new coaching staff for the same players and drastically improve their record? How can a large company get a new CEO for the same people and drastically improve their performance? Why will a “group of superstars” get beat by a team of average players? (US Hockey Team, 1980 Olympics) It’s the human affect, one plus one equals three.
"While you may complain about a service defect, you will rave about how we handle it." by John Daley
Below are six simple examples of what works - and what doesn't.
We have had the pleasure of vacationing a few times at the Marriott's Ko Olina Beach Club in Oahu, Hawaii. The General Manager there, Chad Jensen, runs a world- class resort. One time, upon check in, our room was not ready when promised. Without any complaint from us, the front desk associate said, "We apologize for this inconvenience, and I am putting a $35 credit on your room account. Feel free to enjoy lunch on us or some drinks in our lounge while we get your room ready." Who can complain with service like that? We were disappointed the next time we came that our room was ready on time for us! But that is truly zero risk. We go back to Ko Olina Beach Club because of the comfort and security of knowing that we will get great service, and if for some reason we don't, they will make it right!
Why Can't I Grow My Business? by John Daley
Why are the vast majority of small businesses less than 1 million in sales? As you hit 5 million, 10 million in sales the numbers fall of drastically. Why does one small business become great while others have a glass ceiling of sales they just keep reflecting off? You would not believe the number of small business owners that are frustrated at not being able to grow their company past a glass ceiling of sales. What are the possible components of a small business that might lend itself to solving this mystery?