Greetings!
Happy Tuesday! Is it really September!? Man, what fast year it's been. And the summer flew by like the blur of a train when you're stuck at a rail-road crossing.
Speaking of trains, I thought of an interesting analogy using a train to help us better understand and relate with our customers throughout our sales process with them. Check it out and let me know what you think!
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Selling the Train
Don't Just Sell the Caboose
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progression [pruh-gresh-uhn] -noun 1. the act of progressing; forward or
onward movement. 2. a passing
successively from one member of a series to the next; succession; sequence.
Remember that
model train you had as a kid? Or do you remember someone that had one? Maybe
you still have one that has now become a life-long hobby! 
I remember my
model train vividly. The base was a 4' x 8' sheet of plywood with green,
textured "grass" paper stretched over it and stapled underneath. The track was
a basic oval, kind of like a race track, with a wooden, covered bridge along
the back of the railway. It also had a couple of stops that the train made
during its travels. One was to dump a load of timber and the other to pick up
some barrels of oil.
But what I
remember most was that all of the cars were very different from each other.
Lined up between the engine and the caboose were box cars, flat bed cars,
tankers, cars with removable side rails and one with a functional crane on it.
They were all different colors and of various lengths. But as different as they
were, they all had one thing in common - they all linked together and relied on
that link to accomplish the journey from beginning to end.
Being in sales, or owning a small business, is very
much like putting a train together. You start with the engine and one-by-one
add another car and another car until you get to the end and finally link up
the caboose.
Sell the train to gain a customer. Click here to find out how...
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10% off
of any in-house
sales
training
event
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SEPTEMBER SPECIAL
Receive 10% off any in-house training event. Training topics include referral sales strategies, sales mindset and networking practices.
This offer is transferable to anyone you know. Heck, you can even use it towards more than one training event! Why not!? Training must be contracted before September 30, 2009
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Offer Expires: September 30, 2009 No Cash Value Coupon Code: 10STE
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Helping YOU!
Quick Hits to Help You Out
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Here's wishing everyone a Happy Labor Day on Monday. The U.S. Department of Labor has an interesting overview of the history Labor Day. Below is an excerpt from it and the whole article can be viewed here.
Labor Day: How it Came About and What it
Means
Labor Day, the first Monday in September, is a creation of
the labor movement and is dedicated to the social and economic achievements of
American workers. It constitutes a yearly national tribute to the contributions
workers have made to the strength, prosperity, and well-being of our country.
The First Labor Day
The first Labor Day holiday was celebrated on Tuesday,
September 5, 1882, in New York City, in accordance with the plans of the
Central Labor Union. The Central Labor Union held its second Labor Day holiday
just a year later, on September 5, 1883.
In 1884 the first Monday in September was selected as the
holiday, as originally proposed, and the Central Labor Union urged similar
organizations in other cities to follow the example of New York and celebrate a
"workingmen's holiday" on that date. The idea spread with the growth of labor
organizations, and in 1885 Labor Day was celebrated in many industrial centers
of the country.
A Nationwide Holiday
The vital force of labor added materially to the highest
standard of living and the greatest production the world has ever known and has
brought us closer to the realization of our traditional ideals of economic and
political democracy. It is appropriate, therefore, that the nation pay tribute
on Labor Day to the creator of so much of the nation's strength, freedom, and
leadership - the American worker.
Do you have a question, challenge or opportunity that you'd like a little insight on? If so, e-mail it to workinghard@helpingusellu.com.
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Referring back to the featured article...
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"How many steps are in your sales process?"
o 1
o 2
o 3
o 4
o Other (5+)
Your answers are and will remain anonymous, so...
Click here to submit your answer
Last week's question and results...
"What kind of resource are you?"
o A trusted resource -- 13%
o A fledgling resource -- 87%
o Resource!? -- 0%
o I'm the map, I'm the map, I'm the map... -- 0%
Do you have a question you'd like to see in a future poll? If so, send it to me in an e-mail. workinghard@helpingusellu.com
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Wrapping Up
Well, I hope you picked up a few good ideas today and I look forward to being with you again next week. In the meantime, if you have a burning question, shoot me an e-mail and I'll shoot you a reply.
Helping You Sell You,
Scott Gillespie
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Copyright (C) 2009 Selling U, LLC - All rights reserved.
Would you like to reproduce this document?
Please call us at 989.546.7355 for written permission by Scott Gillespie before doing so.
However, go ahead and forward this to as many people as you want!
Selling U, LLC ~ 9825 E. Broomfield Rd. ~ Mt. Pleasant, MI 48858
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