Sayings

I am not a fan of the saying, from the top floor to the shop floor, or vice versa – from the shop floor to the top floor.   Too many floors.

The Best Compensation

Sometimes the best compensation is a simple thank you.   Scratch that, sometimes the best compensation is cash + a simple thank you.   Seriously though, a little gratitude goes a long way.

Global Campfire

Best description of social media:

“It’s really like a global campfire,” says Fisher. “We sit around it, and judge how we’re doing in the world.”

–Rutgers University anthropologist Helen Fisher.
–from 20/20 || Most-Viewed Internet Videos of 2007

Cold Medicine

Cold Medicine = Lack of Focus

Taking cold medicine makes it hard for me to focus.  It is also quite possible that having a cold makes it hard for me to focus.

The Importance of Play

As I was working on my seasonal recaps, the dog reminded me that it’s important to make sure you have allocated time for play.  So we did and I feel much better.

Updates

You can also check out my Google Reader shared items.

This Blog

I haven’t quite figured out what to do with this wordpress blog.  Most of my updates are posted over at the Junyor & Co Blog @ http://www.junyor.net.

Top 10 Sales Don’ts

I am not a terrific salesman and I don’t pretend to be. I am, however, a savvy buyer who is approached frequently by companies trying to get me to purchase some good or service that I absolutely need. Here is my humble advice on how to make the sale.

Top 10 Don’ts & How to avoid.

1. Don’t tell me what you’ve done for my competitors.
I don’t need the details. You might think this indicates you have some expertise in my field, but it only reveals that you will tell my competitors exactly what you’ve done for me.

2. Don’t tell me about yourself.
Even though you are in the Who’s Who of American salesmen, I really don’t care.

3. Don’t tell me too much about your company.
If it takes longer than a minute to tell me your company history, skip it. I need to know what your company does, how long it’s been doing it, who your company has worked for (be careful, see #1), and why I should choose your company.

4. Don’t tell me about products and services that are not related to my company/field.
Do your research before you approach me.

5. Don’t bring too much. (or)
Don’t bring so much stuff that you waste the first 15 minutes of the meeting setting it up. I already have a short attention span and I am likely to be ready to move on before you start. (or) Let me know you need a conference room and a 30 minute head start.

6. Don’t bring too little.
You would be surprised how many times I meet with someone who has a great presentation, but he/she can’t give me a copy because he/she only has one. Decision making in a corporate environment is often a team exercise. I won’t go into an internal meeting raving about a vendor without having anything to show.

7. Don’t ask too many questions.
Be brief. Do your research before you come see me. (see #4) You should know as much as possible about what my company does and what my role is. Don’t waste my/your time with a fishing expedition.

8. Don’t immediately return to your office with my business card and enter my email in plaxo or some other social/business networking site/software.
It annoys me that I get an email within a few hours of meeting with you asking me to confirm my contact details. If you haven’t made the sale, it’s best not to annoy me with silly emails.

9. Don’t follow-up within 24 hours.
Give me a call next week, not the next day. I am busy. While I appreciate good follow-thru, I don’t want to be stalked.

10. Don’t assault my senses.
Dress appropriately. I don’t care if you are wearing a three-piece suit or a pair of slacks and a polo, but leave the Hawaiian shirt / golf short combo at home. It’s okay to smell nice, but leave some cologne/perfume in the bottle. If I am focused on what you are wearing or how you are smelling, you probably won’t make the sale.

All of this really boils down to being prepared.