Partners in Excellence

APRIL 3, 2024

We constantly seek shortcuts, things that enable us to avoid doing the work critical to creating and sustaining performance. We constantly experiment with different shortcuts, trying to figure out how to make them work for us (apparently they worked for others). We invest enormous amounts of energy seeking to avoid dong the work.

Objection handling 117

Objection handling Construction Technique Drivers/motivators 117

Partners in Excellence

NOVEMBER 9, 2023

I suspect it’s human nature to constantly be in search of short cuts. ” Tim Ferris made hacks and shortcuts a badge of honor and fun with his “4 Day Workweek.” In work, we constantly look for shortcuts. Maybe they’ve discovered the shortcut that beats all other shortcuts—doing the work.

Pipeline 129

Pipeline Drivers/motivators Technology Technology 129

Partners in Excellence

JANUARY 6, 2019

Lazy sales people take short cuts. We need to pay attention to the shortcuts they take, we can learn from them as we simplify our approaches to selling. We need to pay attention to the shortcuts they take, we can learn from them as we simplify our approaches to selling. They confuse activity with outcomes.

Repeat business 88

Repeat business Referrals Pipeline Meeting 88

Partners in Excellence

OCTOBER 1, 2019

Sure, these new things may drive short term increases, but seldom are sustainable. There Are No "Shortcuts" What Keeps Us From Doing What We Know Is Right? Human beings are always looking for the secrets to success. Somehow, we want to believe there is the “one thing” that drives success.

Up-sell 59

Up-sell Technology Technology Sell 59

Partners in Excellence

MARCH 12, 2017

It may produce a short term bump in the results we produce. But quickly, we find it’s seldom sustainable. We see short term impacts (bloggers blog, speakers speak, pundits pundit, vendors make case studies), but it’s seldom sustainable. It rushes to our blood streams, we get a surge of energy and go forward.

Technology 54

Technology Technology Technique Promote 54

Partners in Excellence

DECEMBER 10, 2014

Is there a shortcut that accelerates the selling process?” “Is While they are mostly too polite to say anything, I know they’re thinking, “We’re too busy to do all that, what’s the short cut?”. How’s that a shortcut?”. They ask me, “Is there an easy way to catch the attention of a customer and get a meeting?” “Is

Sell 94

Sell Technique Retail Price 94

ConversionXL

NOVEMBER 27, 2019

As Cialdini argues , This often adaptive mental shortcut is one that naturally develops, since we learn early on in our lives that things existing in limited quantities are hard to get, and that things that are hard to get are typically better than those that are easy to get. Misused, they are P. Barnum–style gimmicks. . They’ll love it.”.

Customers 108

Customers Strategize Campaign Manufacturing 108