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 Marketing, Emeritus, but his advice rings true. Answer the question: "What makes us different?" Once you've clarified that for yourself, makes sure your prospects and customers get the message over and over.
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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 ...Read More
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....Read More
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...Read More
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 ...Read More
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...Read More
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 ...Read More