Saturday, November 17, 2007

The Test Of Persistence

It is said that persistence, concentrated effort with a definite purpose were major sources to all successful people's achievements. Broadway (or any other scene where you happen to be making your career) acknowledges talent, recognizes genius and pays off in money only after one has refused to quit. The basis of persistence is your power of will and desire to succeed. If you sense your resolve is weakening; build a stronger fire under your desire.

Friday, November 16, 2007

Bad Excuses And Good Reasons

People who never take responsibility always come up with excuses. It never seems to be their fault. In every sales office there is a big book with all the excuses why we did not reach our sales quota. If you have been around you have heard them too. Mark Twain once wrote that there are a thousand excuses for every failure but never a good reason. Learn to take responsibility for your life and achievements. You will grow faster and feel much better when you do!

Thursday, November 15, 2007

Negotiate For Mutual Win/Win

We may not actually realize it but we negotiate all the time, with spouse and kids and colleagues etc. The closer the long term relationship is the more careful we need to be in a negotiation situation. Most of the time it is best to settle for mutual win/win agreements and when not possible make no deal at all. (However, when you are in one-off negotiation with a total stranger in Marrakesh it is a totally different scenario.)

Wednesday, November 14, 2007


The trait of courage is probably what set entrepreneurs apart from most other people. Dream-Dare-Do-Delegate is an interesting entrepreneurial formula. First dream and think about the opportunity then develop the courage to dare branch out and get going. A bit of stubbornness provides for perseverance and follow through. Finally as the venture grows, learn to delegate well but remember to always follow up.

Tuesday, November 13, 2007

Make A Striking First Impression

The first impression process occurs every time you meet new people. Within the first four seconds, people pass judgment on you - looking for common surface clues. Then they spend the next 40 seconds to verify this opinion. Once the first impression is made, it is virtually irreversible. This is known as the 4 sec/40 sec rule. How you present yourself during these first 40 seconds is therefore one of the most critical factors to success in selling, making a presentation, meeting the board of directors, interviewing for a new job or dating a potential spouse.

Monday, November 12, 2007

Minimise Customer Risk

Risk is one of the major reasons why customers don't buy. Your client is not willing to take unnecessary risk. First it is a matter of establishing trust in your relationship and secondarily having them comfortable with the terms of the deal. It is your job in sales to minimise your customer's risk exposure. Figure out what you can offer. Can you give a money back guarantee or promise 100% satisfaction?

Sunday, November 11, 2007

Think And Generate More Creative Ideas

Socialise with creative people and stay open to new ideas. The more you relate to people with a high “thoughts-per-minute” (TPM) it will rub off on you. The inventor Thomas Edison had a very high TPM. He generated many ideas. It is said he failed over a thousand times before succeeding with a functional light bulb. You see, if you continue to crank out a thousand ideas, at least one of them is bound to be good.

About the Author

Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.

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Bottleneck Blog by Urban Gavelin © 2007-2011