The Telios Group Blog
What Kept Me Awake Last Night

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Do You Sound Like a Typical Sales Executive?

November 24th 2006

Are you like every other sales executive who sells season tickets, group tickets, suites or a sponsorship?

What differentiates you and what you’re offering prospective buyers from what the competition is selling to your prospects?

How do you prepare for sales meetings with prospects?

Do you arrive at meetings with a good understanding of your prospect’s business, organization and/or industry?

Once in your meeting with prospects, do you ask good questions, listen and allow time for your prospect to speak more than you?

If you prepare well, have a solid understanding of your client’s business or organization, ask good questions and listen more than you speak, you likely will differentiate yourself from many of the sales executives in your marketplace.

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Ron Goch, The Telios Group
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Fans Dying For a Team Casket

October 25th 2006

I read the other day where a company has created sports caskets. I’ve worked in sports a long time, have participated in sports even longer, and although nothing should surprise me after all these years, I must say, reading the article and seeing the sports casket picture made me shake my head from side-to-side.
 

It brings a whole new meaning to sports fanatic.
 

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Ron Goch, The Telios Group
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“No” Doesn’t Mean “No”

August 11th 2006

Mark Bozzini once said, “’No’ never means ‘No.’ It just means ‘Not now.’”

My kids often use Mark’s definition of “No,” except they think it means “maybe.”

There are also some very successful sales people who have the same definition of “No,” and as a result, have been very successful sales professionals.

So, if you work in sales, remember Bozzini and my kid’s definition of “no,” - “No never means No.” It may not mean “Yes,” but it may mean “Not now.”

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Ron Goch, The Telios Group 

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Do You Believe in What You Sell?

August 8th 2006

Many people sell products and services because they sincerely believe they are selling the world’s greatest product or service, and there are some people who are in sales because it’s an opportunity to make a living or collect a paycheck.

Do you sincerely care about your customers, and believe in the product and services you sell?

Joe Girard once said: “Being sincere is the easiest part of selling. It’s simply a matter of caring about your customer and believing in what you sell. If you don’t feel this way, my advice to you is to seek other employment or find a product to sell that you believe in.”

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Ron Goch, The Telios Group 

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The Best in Sales…Our Children

May 18th 2006

We were enjoying a barbecue at or neighbors the other day and in exasperation I said, “If you ever want to learn a few tips or the best strategies for sales or negations, just observe our kids.”

I can’t tell you how many negotiations I’ve had with our kids over the years, and this past month seems to be some kind of family record. The kids have just been on a roll when it comes to trying to get their way, trying to stay up late, or an attempt to wiggle out of something they should be doing.

I don’t know how you feel, but it seems like kids these days are much smarter, wiser and craftier than when I was growing up. I guess that’s a round-about way to say our kids sure are smarter than I was growing up!

Bottom line, though, if you want to learn the best strategies in sales and negotiations, study your kids, or go to a school, park or playground and observe the kids sales and negotiation skills. You’ll witness first-hand some skillful youngsters selling to whoever will listen, and being as persistent as anyone until they get their way.

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Ron Goch, The Telios Group 

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