...on the Four Disciplines of Extraordinary Leaders

"No one sales call is the same. Each client has their own ways of doing business and this is their finger print for their success or failure. You have to be able to examine that finger print and adapt your sales approach to make sure that you are communicating on a level that the client is comfortable with. Adaptation is a major key to my success. If I find that their was of doing business is set up for failure, I try to implant ideas in their head that will steer them in to a more successful approach with out it actually being my idea. Let them think of it as if it was something they came up with. Coaching is the term I use here.

You know what the ultimate goal is. (Making the sale) How you get there is up to you ability to adapt.

Just an example: There was this client that I had been trying to close for several months. I tried everything, phone calls, visits, emails ect. I was even able to call to a major lender to get him a line of credit. By the way, this credit could be used to buy any product, not just mine. Nothing got this client to buy. Finally when I know that the credit line was secure, I made a road trip to his business. I took with me a sleeping bag and a tooth brush. When I arrived at his office, I unrolled my sleeping bag and placed my tooth brush in his coffee cup. By then he knew that I was serious about getting his business. I sat in front of him with my order confirmations for 10 hours. He signed them, and today he is one of my largest clients." –Paxton (March 2008 Top Blogger Comment of the Month!)


"This blog topic not only applies to the sales profession, but to all! Every industry is in perpetual state of change. Keeping up with changes is a vital part of success. As you stated, keeping a book of BIG (& small) IDEAS is worth every penny, especially when you reach a dry spell. Use it for inspiration to recharge by looking at and acting on these ideas. When I read #3 and #4 I knew that you had it right! These two steps should be second nature to everyone. It sure has helped to earn me recognition in my field. Thanks for this very insightful blog! Keep writing and I'll keep reading. I really enjoy reading comments from others as well! I wish you tons of SUCCESS!" –Cathy

...on the 7 Foundations for Sales Greatness!

"I agree - the opening quote is fantastic! The four disciplines are very true. I like numbers three and four the most. My commute home (as well as to and from my appointments) is filled with thoughts related to how I feel about my performance that day and what I'm going to do to make tomorrow more effective. Critical thinking, when taken internally, can be a very powerful thing. For Mr. Gilmore - I also had trouble finding time to read a book each month. I found it helpful to download excerpts from books or business, leadership, and sales podcasts and listen to them in the car on my way to and from work. You never know when that next big idea is going to hit!" –Jeremy Harper


"How about # 8 or you could say #7 A. Probing. Many good sales people lack the ability to probe. Knowing a lot about the business is a great thing but why not ask questions to build value in your product with the business. Don't just "Show Up and Throw Up" as I like to put it." –Alan Kelly