by Doug Foster on January 25, 2010
Chuck Robbins is the Senior Vice President for U.S. Enterprise, Commercial and Canada with Cisco Systems in San Jose, California.
“As a senior executive at Cisco, every quarter I’m responsible for making sure my North American team closes thousands of sales, generates hundred-million-dollar revenues, and guarantees every customer we come in contact with is a satisfied customer.
What I’ve found is that the same sales skills my former colleague Doug Foster and I have used for years are just as effective now that I’m leading a team. Here are my five principles for effective selling …”
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selling
by Doug Foster on January 25, 2010
You say you’re not a sales person?I disagree. Every person on Earth – 6.7 billion of us – sells something every day. Selling is about influencing an outcome. Selling is not just business, it’s an essential life skill.
You may conciously sell a product, service, or point-of-view. Or you may unconsciously sell you: who you are and what you can do. Try to avoid it, but you can’t … you WILL sell something in the next 24 hours.
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by Doug Foster on January 24, 2010
I’m going to help you understand a way to sell that is simple and easy to remember. It’s based on plain old common sense … and it works.
Here are five things about CM! you need to know:
1. A SMART buyer is your best seller
2. Selling is a four phase cycle
3. Convince Me! – the process
4. Convince Me! – the book
5. Keep on learning
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theideamechanic
by Doug Foster on January 20, 2010
Ask any master craftsman – all will tell you that besides experience and skill, you need the right tool for the job.
Successful convincing happens when you know the process and you know your tools. Convince Me! teaches you the process. Now let’s open the toolbox and learn about your tools: a plan, your story, proof, an experience, and a guarantee. These are your power tools; one tool for each step of the process.
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Toolbox,
tools
by Doug Foster on January 1, 2010
