We have all heard, read, took training, listened to CDs, etc. on how to sell, i.e. “selling” strategies.
Lou the Nabisco Guy never used selling strategies …Lou had a culture of “selling.”
I was 23 years old when I first met Lou. He was the region’s number one salesman for Nabisco from 1974 to 1985.
One day I was eating lunch with Lou and asked,
“Lou, so what do you do to be so good at selling?....can you share some tips?”
Lou replied, shaking his head and smiling, “Bob there is really no magic tips, but I do have five core beliefs about selling.”
1.) Love and believe in your product.
2.) People like to buy, but not to be sold to.
3.) I never sell anything, I solve people’s problems.
4.) Never talk yourself out of a sale.
5.) and….Never close a sale, open an opportunity.
Lou died in 1985 from a heart attack at the early age of 63.
Lou’s culture of selling has lived on. Those that adopt it become very successful.
To be the best, you need to have more than just strategies, you first need a culture, a core belief.
Dr.Ivan Misner says it best, “Culture eats strategy for breakfast.”
Today when I eat my favorite Nabisco crackers I always think of Lou…Lou the Nabisco Guy.
Wednesday, July 20, 2011
Tuesday, July 5, 2011
Seven Ways to Help You Identify Leaders
1. Leaders have passionate enthusiasm! Attitudes are contagious and your team “leaders” need to understand that they are role models.
2. Leaders model your company’s values and “walk the talk.”
3. Leaders pull their teams up the hill, face them and don’t turn their backs.
"Old-school" managers push employees.
4. Leaders are not necessarily the best workers, and they understand that the “task” is never more important than the customer.
5. Leaders develop others, place a high value on the “we,” and discourage the “I.”
6. Leaders know when to let other “leaders” lead.
7. Leaders listen and provide positive reinforcement and constructive criticism.
2. Leaders model your company’s values and “walk the talk.”
3. Leaders pull their teams up the hill, face them and don’t turn their backs.
"Old-school" managers push employees.
4. Leaders are not necessarily the best workers, and they understand that the “task” is never more important than the customer.
5. Leaders develop others, place a high value on the “we,” and discourage the “I.”
6. Leaders know when to let other “leaders” lead.
7. Leaders listen and provide positive reinforcement and constructive criticism.
Friday, June 10, 2011
Leadership Is Not Selfishness
--------Top Rated Posting-------
Why do you think you are instructed to put your oxygen mask on first in an airplane emergency?
Well, the obvious answer is to save yourself. The more robust answer is to save yourself so you can help others.
Quite often leaders in our society are frowned upon because they are taking care of themselves. For example, those in leadership roles are considered “selfish” for; taking vacations with their families, allocating time for continuing education, playing golf, going on a retreat, etc.
The reality is leaders need to take care of themselves in order to effectively lead those they serve.
I don’t know about you, but I want my “leader” to be healthy and wealthy. Not just in a monetary sense, but as a whole person; physically, mentally, and spiritually.
Vince Lombardi once said: "The quality of a person's life is in direct proportion to their commitment to excellence regardless of their chosen endeavor."
Bottom line: Leaders need to first take care of themselves, in order to be effective quality leaders.
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“Copyright (6-10-2011) by Robert V Gambone Sr.”
Wednesday, May 25, 2011
Successful Leaders Know When Let Other Leaders, Lead.
About two years ago, I got in the discussion with a two very successfull business leaders. The topic was BNI (Business Network International).
Joe said to me, “You know Bob, Linda and I were thinking about joining BNI but we think we can do it better by starting our own networking group.”
“So have you ever visited a chapter?” I asked.
“We both have. And we both agree that we liked some things but think we could improve on others.”
I answered, “Joe, before I joined BNI I thought the same thing, I guess entrepreneurs like us are always thinking about reinventing the wheel, so to speak.”
Linda then chimed in and said, “So maybe the three of us can team up and start a networking business?”
“Joe, Linda,” I said, “Let me tell you something. Granted we are entrepreneurs, we often think outside the box which has made us very successful business leaders in our own specific businesses, but BNI stands before us as the worlds largest networking organization, its in 45 countries, and has been growing consistently year after year for the last 25 years…well I don’t know about you, but that sends a message to me. I am a leader, but I know when to let others take the lead. And I have decided to let BNI be my leader when it comes to networking.”
That was two years ago. My business and BNI continues to grow.
Joe and Linda?…sorry to say they never came to BNI, and I never did hear anything about their networking group.
Michael Maine (social entrepreneur) says it best… “The true mark of a leader is knowing when to follow.”
Joe said to me, “You know Bob, Linda and I were thinking about joining BNI but we think we can do it better by starting our own networking group.”
“So have you ever visited a chapter?” I asked.
“We both have. And we both agree that we liked some things but think we could improve on others.”
I answered, “Joe, before I joined BNI I thought the same thing, I guess entrepreneurs like us are always thinking about reinventing the wheel, so to speak.”
Linda then chimed in and said, “So maybe the three of us can team up and start a networking business?”
“Joe, Linda,” I said, “Let me tell you something. Granted we are entrepreneurs, we often think outside the box which has made us very successful business leaders in our own specific businesses, but BNI stands before us as the worlds largest networking organization, its in 45 countries, and has been growing consistently year after year for the last 25 years…well I don’t know about you, but that sends a message to me. I am a leader, but I know when to let others take the lead. And I have decided to let BNI be my leader when it comes to networking.”
That was two years ago. My business and BNI continues to grow.
Joe and Linda?…sorry to say they never came to BNI, and I never did hear anything about their networking group.
Michael Maine (social entrepreneur) says it best… “The true mark of a leader is knowing when to follow.”
Wednesday, May 4, 2011
Stop, Look and Listen!
PLEASE, take a break from your day (60 seconds) and click on the link below...it is classic Bugs Bunny, giving us a lesson in listening...I love it!
http://www.youtube.com/watch?v=9-k5J4RxQdE
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http://www.youtube.com/watch?v=9-k5J4RxQdE
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Sunday, May 1, 2011
The Six Rights of Merchandising- Business Fundamentals
The Six Rights of Merchandising*...
...require that you have:
The Right Merchandise,
in the Right Place,
at the Right Time,
in the Right Quantity,
in the Right Condition,
at the Right Price!
Pecan Pie: 32 Business Success Strategies Passionately Baked To Order!
"A must read!" Ivan Misner New York Time Bestselling author
BY IT NOW on AMAZON.COM
Click Here to Purchase Pecan Pie
(*originated in a 1978 retailing training seminar and has been generically translated by many retailers)
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“Copyright (5-1-2011) by Robert V Gambone Sr.”
Sunday, April 3, 2011
“Hello, ABC company, how can I help you?”
Just the other day I called a service provider of mine and the employee answered the phone politely but did not meet my requirements, why?
She answered: “Hello, ABC company, how can I help you?”
OK….what’s wrong with that?.....How about a name?!
And yes I have heard all the excuses.
…women are afraid to give out their first names…
…some employees think it is a violation of their privacy…
You know what I say to those excuses… bologna oil!
In the words of Dr. Tony Alessandra, "Treat others the way they want to be treated."
And yes, I am a customer or a potential customer on the other end of the phone and I would appreciate a name so I know to whom I am speaking with.
Thank you, this is Bob Gambone and yes, you can help me, here is how…
She answered: “Hello, ABC company, how can I help you?”
OK….what’s wrong with that?.....How about a name?!
And yes I have heard all the excuses.
…women are afraid to give out their first names…
…some employees think it is a violation of their privacy…
You know what I say to those excuses… bologna oil!
In the words of Dr. Tony Alessandra, "Treat others the way they want to be treated."
And yes, I am a customer or a potential customer on the other end of the phone and I would appreciate a name so I know to whom I am speaking with.
Thank you, this is Bob Gambone and yes, you can help me, here is how…
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