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Conversations for Action...the power training with the secret keys to effective communication Newsletter for Success Golf and
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One of Chicago's finest chefs and restaurateurs is Charlie Trotter . I enjoy cooking, and try to watch some of the great chefs when I have time. I buy their cook books and pay attention to the small subtle things they do to make cooking adventurous. On one of the Kitchen Session shows by Chef Trotter, he said, "The customer is not always right." Then he told about his menu for this show and how many people would not put together some of the food or the wine he would suggest. He went on to say, "I believe that when people come to my restaurant, I have a responsibility to show our customers things that would make their visit memorable. I want our staff to recommend to people foods that will give them an experience they would not get on their own." Chef Trotter believes that because he is a professional, and values his reputation, he is doing new and innovative things that most people would not consider; thus these innovations create a meal and it's service that go beyond what people expect or would imagine. This idea that the customer does not know all the answers can be called "What they don't know they don't know." This is something Fernando Flores taught me years ago. It is the idea that people start with preconceived ideas and it is the responsibility of a sales person to speak in a way that creates a new way for the customer to consider options. The Act! database is not just a contact manager. For 10 years I have been working with a number of companies around the country in developing Act! databases and selling ideas. Just as the folks at a real estate website called realhound.com said, "Use this book for a winning sales strategy." The idea that Act! is about learning to build a sales strategy not just a database is something some people "don't know they don't know." A sales strategy allows the sales person to target phone calls, letters, e-mail and collateral material in conjunction with sales calls to shorten the sales cycle. JM Juran says in his book "Quality by Design.", "The purpose of a database is to record human interaction." This recording in the database allows companies like WalMart and Southwest Airlines to grow faster and more profitably than their competition. When people use my books and consultations on Act! or sales training, they sell more and sell with less uncertainty because our work does not start with the customer is always right, but it does start with the customer wants value and I intend to give it to them. I learned the lesson, that business people who lead have to be imaginative and communicate their vision. People like Charlie Trotter and Miyamoto Musashi's book are resources for you and I to emulate. Pay attention to masters of different professions and bring their knowledge to your work. All coaching or training programs are done either on the phone, online or in person. You chose what works for you.
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The Zen masters say, "One day with a master is better than reading 1000 books." You can improve your sales and develop a life long strategy that
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