Dienstag, 7. August 2007
Wie man erfolgreich versagt
derherold, 00:16h
Ein alter Beitrag von Greg Swann, über den ich erst jetzt gestolpert bin: http://www.bloodhoundrealty.com/BloodhoundBlog/?p=1073
How to succeed at failure
First, start late and leave early. Some people try to make failure an endurance contest. This is a mistake. If you spend too much time in the office, sooner or later someone is going to buy your product from you just because no one else is around.
... ...when you do get to work, immediately do something useless, irrelevant and unproductive. The newspaper is a good bet. So is the restroom. The two together make for a perfect combination. Take your time.
...Once you get to the office — stay there.... Don’t go out looking for business, make the business come to you. Show the customer who’s boss. That way you’ll have plenty of time to complain to your co-workers that customers just don’t appreciate all you’re doing for them.
Find innovative ways to waste your work-day. Do research about things no one cares about. Organize things that no one uses. Implement plans, policies and procedures that will help everyone waste more time.
If you should happen to accidentally step out of the office, be sure to waste your time. Attend useless classes. Take careful notes at irrelevant seminars. Make yourself available for every possible unproductive meeting.
...
Now you may think this is enough, but it’s not. The simple fact is that even the laziest, whiniest, most unproductive salesperson occasionally makes a sale. It’s not the end of the world, but if you really want to succeed at failure, you have to be prepared for this kind of thing.
First things first: Never, ever prospect. Don’t go out to see people, don’t get on the phone to call people, don’t give out your business card. Don’t engage people to find out if they need your product; some of them will, and then where will you be?
...
But what if you just can’t avoid making a sale? The customer wants the product. Now. At full price. And he wants it so badly, he’s even willing to buy it from you. What now?
First, don’t close. Present forever.... If you keep presenting, sooner or later you’ll arrive at an objection the customer hasn’t thought of, and then you’re done. ...
How to succeed at failure
First, start late and leave early. Some people try to make failure an endurance contest. This is a mistake. If you spend too much time in the office, sooner or later someone is going to buy your product from you just because no one else is around.
... ...when you do get to work, immediately do something useless, irrelevant and unproductive. The newspaper is a good bet. So is the restroom. The two together make for a perfect combination. Take your time.
...Once you get to the office — stay there.... Don’t go out looking for business, make the business come to you. Show the customer who’s boss. That way you’ll have plenty of time to complain to your co-workers that customers just don’t appreciate all you’re doing for them.
Find innovative ways to waste your work-day. Do research about things no one cares about. Organize things that no one uses. Implement plans, policies and procedures that will help everyone waste more time.
If you should happen to accidentally step out of the office, be sure to waste your time. Attend useless classes. Take careful notes at irrelevant seminars. Make yourself available for every possible unproductive meeting.
...
Now you may think this is enough, but it’s not. The simple fact is that even the laziest, whiniest, most unproductive salesperson occasionally makes a sale. It’s not the end of the world, but if you really want to succeed at failure, you have to be prepared for this kind of thing.
First things first: Never, ever prospect. Don’t go out to see people, don’t get on the phone to call people, don’t give out your business card. Don’t engage people to find out if they need your product; some of them will, and then where will you be?
...
But what if you just can’t avoid making a sale? The customer wants the product. Now. At full price. And he wants it so badly, he’s even willing to buy it from you. What now?
First, don’t close. Present forever.... If you keep presenting, sooner or later you’ll arrive at an objection the customer hasn’t thought of, and then you’re done. ...
... comment
