Jerry's Win-Win Power News

When you hear "NO"
Thursday, Mar 20, 2014 12:00AM

Daily Sales Tip: When the Prospect Says 'No' First, the prospect deserves to be sincerely thanked for his/her time and for giving you an opportunity to exchange information. A hand-written note is always appreciated and sets you apart from a vast majority of salespeople that take shortcuts. Next, you need to stop and objectively reflect upon the circumstances that caused the prospect to... [more]


YOU are selling YOU!
Wednesday, Mar 19, 2014 12:00AM

Daily Sales Tip: What Is Rapport? Rapport creates the space for the person to feel listened to, and heard, which doesn't necessarily mean they have to agree with what you say or do. You can appreciate each other's viewpoint. When you have rapport with another person, you have the opportunity to enter their world and see things from their perspective, feel the way they do, get a better... [more]


Your Leadership Goals in 2014
Thursday, Jan 2, 2014 12:00AM

General Management How to achieve your 2014 leadership goals By Dan McCarthy on December 26th, 2013 | Comments(3) 93 inShare It’s that time of year when many of us, with the best of intentions will write a leadership development plan, or establish goals for the upcoming year. Unfortunately, most of us will fail to achieve those goals. Why? We fail for a lot of reasons, most... [more]

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Jerry's Win-Win Power Articles

What does Jerry do? A client answers
Wednesday, Feb 19, 2014 12:00AM

Here is your DavidASpecht.com Blog Update Is this email not displaying correctly? View it in your browser. Today's Blog Post Thinking Outside the (Newspaper) Box By David Specht on Feb 19, 2014 07:28 am A few weeks ago, my team and I were brainstorming ideas on how to increase sales in our newspaper machines. Several years ago we made the conscious decision to move away from “it... [more]


Marketing One on One
Wednesday, Dec 18, 2013 12:00AM

Marketing One-on-One Each month, BIZ publisher and creator, David Specht, recommends a topic to his columnists. This month’s is “Marketing 101”. David gives us some leeway, so I’m taking a singular look at Marketing 101 that I employed when I started Win-Win eleven years ago. Let’s call it “Marketing One-on-One”. I came from the world of Radio where the product (air time) can’t be seen,... [more]


Power(full) Tools for 2014
Wednesday, Dec 18, 2013 12:00AM

If it is to be in 2014, it is up to me and you. I subscribe to many e-newsletters as a resource for information to help me be a better sales coach; one which covers a variety of issues is Just Sell (www.justsell.com). As I review 2013 and plan for 2014, I am reminded of an issue that asked “What’s your impact on your people?” As I began thinking about the idea behind the question, I remembered... [more]

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Make The Right Hire

How much money and time, which is money, will you lose if your candidate doesn't work out? How about all that information that walks out between his or her ears?


Does the employee candidate "Fit" with my client's company personality and the supervisor's management style? That's why I interview them too!


If they are nervous with me, how are they going to be with my client's customer?


Quick, think on your feet: You now work for the Wiz-Bang Hi-Lighter company. Sell me this hi-lighter.


"Jerry puts himself in my role and takes it very seriously."
— Casey Ryan / Director of Sales at TownSquare Media


When I interview my client's candidate, I'm free from selling me or the company. I don't have the pressure of finding a replacement. I don't have a dog in the race. I'm free to listen carefully and following up on what I hear.

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