The particular process I teach is one called DUMB. The tag
line for this process is: “The DUMBER you are the more successful you will be.”
As mentioned in previous blogs, the sales system was
actually established back in 1897 by James Patterson the CEO of The National
Cash Register Corporation. Since then many processes have come along to work
with the system with varying degrees of success.
DUMB is an acronym standing for; Different, Unique,
Memorable and Believable.
Why is it during this time of year one gets inundated with
offers from all sorts of ‘gurus’ on how to take your business to the next
These take the guise of everything from; getting qualified
leads which require you to close and further offer hundreds and hundreds of
those leads to being a ‘Master Trainer’ that will increase your business by
200% or more in a month. Yesterday I received three offers just like those and have
reached my breaking point.
STOP IT!!! You know it is wrong and all you are doing is
taking advantage of people.
Do you? Does anyone else see the
major challenge in using those two little words?
While having a discussion in The Action Suite, for more information on this very unique business development program go to JoedaSilva.ca and click on the link, on how to think outside the box, Sheila Sutherland, one of business leaders in this group, stated: “Stop using ‘I know.” Even I was taken aback for a time and asked her to explain further and what she shared was truly eye-opening for everyone, including myself.
Those that have been following me for awhile know that I am an avid
reader. I love all types of books, but do tend to read books to do with
business the majority of time.
I am currently reading a book I can only call a nostalgic read in the
arena of sales. This is because the techniques and behaviors in this particular
publication are so outdated that it makes me laugh and shake my head. However,
it is great for a laugh or six. In checking the copyright date after reading a
chapter or two thinking they can’t be serious, I noticed that is was first
published in 1989.
‘The greatest danger for most of us is not hat our aim is too high and
we miss it, but that it is too low and we reach it.’ ~ Michelangelo.
Here we are in the first full week of 2019, ready, willing and able to
go get those goals that we set for us, or in some cases, goals that someone
gave to us, however are those goals our real goals?
If we take a closer look at the quote by Michelangelo, are we kidding
ourselves by making an unrealistic goal? Not in the fact that it may be too
high, but rather is it one that does not stretch us?
There have been so many changes in the sales world in the past 10-15 years. Technology has certainly played a major part in it. However, the biggest and most recent change is the interaction between seller and buyer.
In his book, ‘To Sell Is Human:’ Daniel H. Pink talks about how the shift in information and the easy access to it has taken the simple transaction of caveat emptor to caveat venditor. In other words, we have gone from buyer beware to seller beware. It is the foolish and unknowledgeable seller that now must beware in how he not only conducts business but how he treats his customers and prospects.