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Chris Lytle Tip -- Setting Yourself Apart

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Chris Lytle's Success Tip: "Companies that are truly successful are different from their competitors. It gives them control over their destiny. If you are not different, your dumbest competitor will set your prices. And, the market will show you no respect." Benson P. Shapiro may live in an ivory tower as Harvard's Malcolm P. McNair Professor of...Read more

Chris Lytle Tip -- Edit Your Proposals

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Chris Lytle Proposal Writing Tip: I once interviewed 40-plus clients of a major Canadian corporation. "What does good look like in a written proposal?" I asked. The consensus was that conciseness is good. "Edit and summarize," they said. "Cut to the chase" came up a lot too.

Check the length of your next proposal. What words and sections could...Read more

Chris Lytle's Sales Tip -- Selling Better While Having Fun

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Chris Lytle's Sales Tip: "When I'm selling at my best, I'm more playful," said a seminar participant recently. "Work is more fun than fun," suggests Noel Coward. Selling at your best is fun. You smile more. You are more at ease with your customers and they react accordingly. Customers sit through plenty of boring meetings. What can you do to add...Read more

Chris Lytle Success Tip

Business / Business Success Tip /

Chris Lytle Success Tip: Try this before your next meeting. Sit quietly for a few minutes (even if it's in the parking lot in front of the customer's business). Think about your favorite beach or other "happy place." Now, imagine how you want to feel when you return to your car after your meeting. As the meeting progresses, your subconscious ...Read more

Chris Lytle Tip -- Focus

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Chris Lytle Tip -- Focus: "Chronic preoccupation" is epidemic. It means thinking about what you aren't doing rather than paying attention to what you are doing. Cell phones and wireless email now interrupt meetings and derail trains of thought. It's very difficult to be there for your customer when you're available to everyone else. What can you...Read more

Chris Lytle Tip -- Impressions

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Chris Lytle Sales Tip: If you've ever made less than a positive first impression on a customer, remember this advice from a very wise person: "No one can go back and make a brand new start. Anyone can start from now and make a brand new ending."

Click here to visit Lytle's site.

Chris Lytle Tip -- Having Wealth, and Class

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Chris Lytle Tip: Want something to strive for? According to the US Census, the lower limit of the top 5% of household income is $150,499. At the top of that 5% are the super rich, but getting into the "lower upper class" isn't that large a leap for many salespeople. One thing to keep in mind, "class" is more than money. It includes speech, ...Read more

Chris Lytle's Sales Tip -- Don't Worry about Being Liked

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Chris Lytle's Sales Tip: Don't worry about being liked. The prospect doesn't have to like you to buy from you. The prospect does have to trust you and your company. The prospect has to need or want what you're selling. You have to have a service or product to fit the need. Your timing has to be right. And the prospect has to believe that he or ...Read more

Chris Lytle Success Tip -- Get Help Before You Need It

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Chris Lytle Success Tip: Overheard on the driving range one afternoon: "I'm playing Pebble Beach this Friday and I figured I'd better come see you," a man said to the assistant pro. Imagine paying $380 to play at Pebble Beach and standing at the first tee having taken one golf lesson. How many of us wait too long before asking for help? The ...Read more

Chris Lytle's Sales Tip -- Getting the Appointment

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Chris Lytle's Sales Tip: Every salesperson I talk to says that face time is harder to get. One way to get more is to ask for the appointment one week, two weeks, even a month ahead of time. Busy people find it hard to squeeze you in today or tomorrow, but can build their day around their meeting with you next week. Added bonus: When you tell ...Read more

Chris Lytle Career Tip

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Chris Lytle Career Tip: "Would you hire you?" That question, attributed to advertising legend Jane Trahey, makes you stop and think, doesn't it? In behavioral terms what do you need to do to make the answer an unqualified "Yes"?

Click here to visit Lytle's site.

Chris Lytle Sales Tip -- The Juggler

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Chris Lytle Sales Tip: "The juggler can't tell you which ball is more important. Drop just one and the show is over." I was particularly intrigued by this thought from Joan Magretta's book, What Management Is. In selling you have to have a lot of balls in the air because some will drop. But the show is not over. You simply add another prospect ...Read more

Chris Lytle Sales Management Tip

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Chris Lytle Sales Management Tip: Too many companies have wishes instead of standards. "I wish my people would make more calls," one manager told me. A standard is a measurable indicator of performance involving a consequence. If you're a manager, confront lack of sustained effort with coaching. If you're in sales, take action instead of looking...Read more

Chris Lytle Tip -- Focus

Business / Business Success Tip /

Chris Lytle Tip -- Focus: "Chronic preoccupation" is epidemic. It means thinking about what you aren't doing rather than paying attention to what you are doing. Cell phones and wireless email now interrupt meetings and derail trains of thought. It's very difficult to be there for your customer when you're available to everyone else. What can you...Read more

Chris Lytle Sales Tip -- Plato's Words

Business / Business Success Tip /

Chris Lytle Sales Tip: Just in case you haven't gotten around to re-reading Plato, consider this: "Self-conquest is the greatest of all victories." Plato's advice resonates 2400 years later. To triumph in sales you need to defeat your own bad sales habits and make yourself do the things--every day--that you already know will help you win more ...Read more

Chris Lytle Sales Management Tip

Business / Business Success Tip /

Chris Lytle Sales Management Tip: Too many companies have wishes instead of standards. "I wish my people would make more calls," one manager told me. A standard is a measurable indicator of performance involving a consequence. If you're a manager, confront lack of sustained effort with coaching. If you're in sales, take action instead of looking...Read more

Chris Lytle Sales Tip -- Sales and Politics

Business / Business Success Tip /

Chris Lytle Sales Tip: Can a politician teach you anything about sales? Benjamin Disraeli was a British Prime Minister. "The fool wonders, the wise man asks," he said. Of course, a wise man also knows what he doesn't know. Who are you seeing today? What question do you need to ask that person?

Click here to visit ...Read more

Chris Lytle's Success Tip -- "Amateurs hope. Professionals work."

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Chris Lytle's Success Tip: "Amateurs hope. Professionals work." Four words crafted by writer Garson Kanin can help you increase your sales or lower your golf scores. People who are beating you in both "games" are outworking you.

Click here to visit Lytle's site.

Chris Lytle Sales Tip -- The Juggler

Business / Business Success Tip /

Chris Lytle Sales Tip: "The juggler can't tell you which ball is more important. Drop just one and the show is over." I was particularly intrigued by this thought from Joan Magretta's book, What Management Is. In selling you have to have a lot of balls in the air because some will drop. But the show is not over. You simply add another prospect ...Read more

Chris Lytle Sales Tip -- Empathy

Business / Business Success Tip /

Chris Lytle Sales Tip: A top-producing salesperson recently had a Botox injection to eliminate some lines in her forehead. According to a colleague of hers, this sales pro is can hardly wait for the effects to wear off. Why? She can't frown. When the customer reveals a problem or pain, all she can do is look back at him with her unfurrowed brow....Read more

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