News From LBD
May 2010 Vol 2 Issue 5
Prospects and the Longest River in the World
What do your business prospects have in common with someone swimming the longest river in the world?
They're both in De-Nile ... get it? Denial is a safety mechanism that ranks right up there with rationalization. Both can stop the sales process in its tracks! Getting your prospect out of denial is your job in the sales process. There are two reasons prospects fall back on denial:
1. They don't see their challenge/problem as the most important fire they have to put out that day.
2. They don't believe they can solve it with the resources they have. Those resources could be related to time, money, and/or effort.
So, how do you shock someone out of denial? By asking tough, consequence questions like: What if you just do nothing? If it is not working what are YOU doing to fix it? What will your business results look like if your fiercest competitor opened up shop right across the street? How does it feel knowing that at your current skill level, you may never make it to Manager? Who will be held accountable if your team dynamics don't improve? Why aren't you...? etc.
It's easy to be polite ... it's tough to be tough. It also happens to pay to be tough.

What Leaders are Reading

A Complaint is a Gift: Recovering Customer Loyalty When Things Go Wrong by Janelle Barlow and Claus Moller - More relevant than ever in today's constantly connected world, when customers can complain instantly, 24/7, and broadcast their dissatisfaction around the world if they choose to, this text has been heavily revised, with a wealth of new examples, tools and strategies.

The 25 Sales Habits of Highly Successful Salespeople by Stephan Schiffman - Now you can join the hundreds of thousands of salespeople who have followed Stephen Schiffman's advice and watch your performance soar. Schiffman lets you in on the industry's best-kept secrets. Learn how to: convert leads to sales, motivate yourself and motivate others, give killer presentations, and keep your sense of humor.

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A Little Upset Goes a Long Way
  Getting people upset is counter-intuitive to most of us. We want to be seen as the good friend, the confidant, the counselor, the guide.  We fear their emotions have been challenged with;
 "Now why didn't I think of that?" Making people feel like they should know better doesn't make you seem cold, distant, or heartless. It does make you seem like you care. And don't you want all of your prospects/clients to know that you care about:
  • them,
  • their business,
  • their life,
  • and their results?
So, don't be afraid to get them upset! A little upset goes a long way to getting you more clients!

John Branstad
John Branstad


"The greatest barrier to success is the fear of failure."
Sven Goran Eriksson

John Branstad