There are two kinds of salespeople, order processors and idea sellers. The first one serves a certain function in any business, but it’s the second one that will make the business boom.
Who are idea sellers? Salespeople who size up a prospect’s business and take them a proposal for a product or service to meet their needs. They plant the idea for the solution to a need in the prospect’s mind even though the prospect may never have acknowledged that need to start with. By doing so, the idea seller creates demand for his or her products.
Here’s an example: Let’s say the prospect is an insurance agency and you, the idea seller, have a small business making gift baskets—those elaborate assortments of gourmet foods, trinkets, and colorful goodies that solve a lot of gift-giving problems. As a real idea seller, you will take a look at the insurance agency and think up ways they could use gift baskets to sell more insurance. They could buy a basket every week to award the agency’s top producer, for example, or send a basket to every new client as a way to say thanks. Maybe they could reward clients who go three years without a claim or send a gift basket to prospective customers as a door opener. In other words, there are lots and lots of ways the insurance agency could use gift baskets.
But if no one suggests it, the insurance agency probably would never think of it themselves. That’s where the idea seller steps in. You pitch one of these ways the agency could use the product and gives them a specific proposal (how many—of what—at what cost) on which to act. That’s idea selling in a nutshell. It’s very creative.
Gift basket makers are generally very creative people, so they should be very good at this. The key is to put some of the same wonderful creativity that goes into designing baskets into ways that your prospective customers can use them. I’m sure you noticed that the “ideas” mentioned for the insurance agency aren’t different types of gift baskets—they’re different applications for the gift basket product. It’s conceivable, in fact, that the same gift basket design could be used in all four—or more—ways mentioned above. The creative part of the sales process is in finding new uses for the product.
Dave Donelson distills the experiences of hundreds of entrepreneurs into practical advice for small business owners and managers in the Dynamic Manager's Guides, a series of how-to books about marketing and advertising, sales techniques, motivating personnel, financial management, and business strategy.
Friday, May 25, 2012
Making A Creative Sale
Monday, May 21, 2012
Bill Pennington's Golf Book That (Almost) Saved My Life
So is this an unbiased review? Mostly.
In On Par: The Everyday Golfer's Survival Guide, Pennington writes about golf in a way that resonates with the regular golfer. The subtitle notwithstanding, this isn't a golf instruction book. It's more of an extended, rambling conversation about the game like the ones you have with your buddies at the nineteenth hole. The difference is, Pennington knows what he's talking about, whereas your buddies....
On Par is full of gentle, self-deprecating humor and dozens if not hundreds of little stories that illustrate the beautiful ironies of golf. Like a conversation he had once with Gary Player about how humiliating it is to hit a ball into the water. Or the time he almost killed the club president's wife with an errant six iron, a club selection that reminded me of the story in Weird Golf that begins "Just ask the guy in the tenth fairway staring at the six iron covered in blood." Pennington also reveals how jealous Annika Sorenstam is of her sister Charlotta, who won only one pro tournament but has three times as many holes in one. In other words, if you're looking for a book to fix your slice, look elsewhere.
There's plenty here to enjoy and learn from without pages full of illustrated swing tips. Pennington writes about nine places every golfer should play (hint: it's not a list of courses), what the pros are like and how they got that way, and one particularly distressing chapter titled "Shanks, Choking, and Other Tales of the Dark Side." Oh, and there's a section about putting while looking at the hole that you don't want to miss.
More than anything, I think, On Par expresses an attitude about golf that more of us should have. As Pennington says, "It is a silly game, somewhat childish....The allure of golf is its simplicity, which leads to a thousand complexities." And more than a few laughs along the way.
Among many other books, Dave Donelson is the author of Weird Golf: 18 tales of fantastic, horrific, scientifically impossible, and morally reprehensible golf
Sunday, May 20, 2012
Mount Kisco CC Spiffs Up
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| photo courtesy of Mount Kisco CC |
I've always felt Mount Kisco is one of the most under-rated courses in Westchester. It has one of the best arrays of hole shapes and lengths I've encountered, with everything from short but tight par fours to three back-breaking monsters at 446, 453, and 466--all playing uphill! The par threes range from 163 yards to 208, and even the three par fives differ greatly from one another, running from 490 to 549 yards, one uphill, one with cross bunkers, another (the 17th) with water in front of the green. The greens themselves are small and devilishly difficult, adding extra teeth to the 6552-yard, par-71 layout.
Among other improvements, Mount Kisco spent a large, large sum during the winter months to upgrade the course drainage system. In the past, there were often problems with water in the fairways, not surprising when you consider that a network of streams meander through 13 of the holes. Today, however, even after three straight days of rain this week, we didn't encounter a single bit of water in any of the fairways. Not one!
The biggest change was to the signature tenth hole, a 201-yard one-shotter where the green is fronted by a pond and protected by flanking bunkers. Several superfluous trees were removed, mostly to improve turf conditions, and the pond was expanded and given a classic finished look with a stone wall enclosing it on three sides. The result is quite pleasing to the eye and serves to only increase the intimidation factor of a tee shot that has to carry the picturesque pond.
Also receiving a makeover of sorts was the sixth hole, a 349-yard par four with an island-like green surrounded by deep bunkers and swales. It used to be a dark and forbidding green crowded by grass-killing trees. Now, with the encroaching foliage gone, it has a whole new look that emphasizes the precision required for the second shot by making the green stand out from the topography. It's also a lot more difficult to judge the distance for the second shot since the back of the green resembles nothing so much as the eye-fooling edge of an infinity pool.
The changes made this winter were actually the continuation of a facility upgrade begun in 2007. Improved practice facilities, several new tee boxes and remodeled green complexes have been added through the last five years. There's still work being done and probably always will be given the highly commendable resolve of the membership to make Mount Kisco CC a stellar golf course.
Among many other books, Dave Donelson is the author of Weird Golf: 18 tales of fantastic, horrific, scientifically impossible, and morally reprehensible golf
Friday, May 18, 2012
How Winning Sales Arguments Lose Sales
Traditionally, sellers walk into the prospect with a presentation listing the many reasons their product should be bought. They present their case to the prospect, giving arguments and evidence much like a lawyer in a courtroom. They then listen to the opposing case (the objections from the prospect) and rebut them as best they can. The whole process becomes about winning a courtroom debate with the prospect. Sound familiar?
Now, in my limited experience in a courtroom, there are basically three parties involved in a typical case: the judge, who hands down a decision based on the merits of the arguments which are presented by the other two people, the plaintiff and the defendant. What’s different about selling is that the “judge,” or prospect, also happens to be the “opposing attorney!” He’s responsible not only for making a decision, but for arguing against it. Not that he can’t be objective, but the odds aren’t with you. That’s one reason closing ratios are typically so low for many salespeople.
But losing the case—or getting a “no” from the prospect—isn’t the toughest part. It’s the fact that once this “judge” hands down the decision, it’s pretty final. There’s not really any appeal in traditional sales and it’s pretty hard to come up with a new case and get back into the courtroom with it. You usually give all your best reasons to buy during the first presentation. To get a second chance to pitch your product, you have to first overcome the prospect’s attitude that he’s “heard it all before.” You have to offer something new to get back in the door.
When you sell ideas (solutions to the prospect's needs), though, you’ve always got a reason for the prospect to see you again—because you can always come up with a new idea. Remember that an idea isn’t a product—it’s a use, a solution to a discovered need. So, as long as you can come up with different ideas, you’ll be able to get back in to see the prospect with them. You’re not coming back to make the same old pitch; you’re offering something new.
Of course, part of your presentation includes the reasons your product will satisfy the prospect’s needs. You do need to make your arguments. But if you structure your presentation the way I suggest, the prospect will focus on the desirability of your idea instead of on the reasons for buying your product or service. Your “arguments” will go unanswered. And you’ll have the opportunity to present them again as you come back over and over again with new ideas. Same arguments every time, just new ideas to get you in the door.
Dave Donelson distills the experiences of hundreds of entrepreneurs into practical advice for small business owners and managers in the Dynamic Manager's Guides, a series of how-to books about marketing and advertising, sales techniques, motivating personnel, financial management, and business strategy.
Monday, May 14, 2012
PGA Championship Competitor Talks Mental Training
"There are times when your knees are shaking," Bisconti says, "and you've got to rely on your routine to enable you to play." He's a big believer in visualizing the shot you're about to hit. "Do it while the other guy is playing," he recommends.
Mental practice can take many forms. "I spent two months preparing for the first tee shot in 2006 at Hazeltine," Bisconti says. "I would visualize the crowds and try to build up the pressure internally" while playing practice rounds. He also likes to practice putts with his eyes closed to develop confidence and feel.
When you're getting ready for a big game, Bisconti says, "Keep a diary that details all of your good and bad habits before, during, and after a round of golf. Writing down these experiences will help you take ownership of what happened and help you get past any obstacles that may present themselves in the future. Look for changes in eating habits, workouts, length of preparation on game day, how you handled adversity during the round, how you performed when in contention, shot tendencies, etc."
His best advice: Every round of golf should be a learning experience.
Among many other books, Dave Donelson is the author of Weird Golf: 18 tales of fantastic, horrific, scientifically impossible, and morally reprehensible golf
Friday, May 11, 2012
A Tasty Way To Support The Harrison Library
Discover the fabulous restaurants in downtown Harrison and support the Harrison Public Library through this Friends of the Harrison Public Library fundraiser.
At your own pace, you may visit all of the restaurants in any order you wish and enjoy a delicious sample of the chef’s specialties.
Adults: $20 in advance /$25 day of event *Children under 12: $10 in advance/$15 day of event
To get your wristband(s) that will let the restaurants know you signed up for this event, send your name, address, phone and number of wristbands with your check payable to and mail to:
Friends of the Harrison Public Library 2 Bruce Avenue, Harrison, NY 10528.
Upon receipt of your payment, we will deliver or mail wristband(s) to you, along with a map of the participating restaurants. Each establishment will have balloons outside so you will know where to go. There will be ample parking in the Commuter Parking Lot on Halstead and Harrison Avenues.
Supervisor/Mayor Ron Belmont has arranged for the Harrison Senior Transport minivan to be available. On May 20, we will have an information table set up in front of the Commuter Parking Lot on Halstead and Harrison Avenues.
Questions? Call one of the Friends:
Mena Gambacorta 914/835-0544
Angela Kaufman 914/835-2429
Connie Perrotta 914/315-1922
Email: cpcpone@yahoo.com
Dave Donelson distills the experiences of hundreds of entrepreneurs into practical advice for small business owners and managers in the Dynamic Manager's Guides, a series of how-to books about marketing and advertising, sales techniques, motivating personnel, financial management, and business strategy.
Weird Golf Goes Priceless
Free books? How weird is that?
Check out this offer from Goodreads.com.
Wednesday, May 9, 2012
Harrison Library Presents Provocative Panel On Diversity
The first of a series of programs titled "Building Common Ground: Discussion of Community, Civility, and Compassion" will be held Monday, May 14 at 7:30 PM at the Harrison (NY) Public Library. It is programs like these that demonstrate the deep value of libraries to their communities.
The first event is Compassion and the Search for Common Understanding through World Religions: Panel Discussion on Diversity.
A panel discussion led by Rabbi Barry Kenter, President of the Center for Jewish-Christian-Muslim Understanding, will foster discussions on compassion, diversity and inclusion.
Rabbi Barry Kenter, has been rabbi of the Greenburgh Hebrew Center of Dobbs Ferry, NY, since 1984. Rabbi Kenter is a member of the GreenFaith organization, an interfaith group for the environment. He is a member of the Board of Governors of the New York Board of Rabbis.
Also appearing on the panel are Dr. Mahjabeen Hassan, Dr. Saleem Mir, and Hondi Duncan Brasco. All are members of the Center for Jewish-Christian-Muslim Understanding, Inc., which began shortly after September 11, 2001, when its founders discovered they were working with a great many people who had experienced personal trauma and direct losses as a result of the tragic events of that day. Four Jews, four Christians, and four Muslims comprise its board of directors. Several are members of the clergy. All believe that the people of the faiths of Abraham can, despite the challenges they face, learn to live together in mutual respect and greater harmony.
The Harrison library is one of 30
nationwide receiving grants to host this series of programs, which is organized
by the Fetzer Institute and the American Library Association.
Monday, May 7, 2012
Frank Bensel Talks About Winning Golf Tournaments
"Get your body ready for the tournament," he urges "You have to have stamina when walking several days in an event so it is helpful to walk on the course in practice rounds or just at the club carrying your bag." Bensel says he works on his own flexibility far in advance of playing a tournament. "I have to do a series of exercises on my hamstrings, hips, back, and shoulders that I can't stretch the day of a tournament."
Bensel also reminds us to have our clubs and equipment ready. "Make sure you have the correct set makeup for the course you will be playing," he advises. "If you need to add a hybrid or an extra wedge, be sure to have them ready."
When it comes to practice, Bensel says we should prepare specific aspects of our game for particular courses. He cites the need for an accurate driver and long irons for Bethpage Black, for example, or the ability to put on fast, undulating greens when playing Deepdale. "I try to play more prior to a tournament rather than beating balls," he says.
Among many other books, Dave Donelson is the author of Weird Golf: 18 tales of fantastic, horrific, scientifically impossible, and morally reprehensible golf
Saturday, May 5, 2012
Better Putting From Michael Breed
Who would have thought a high-energy, rapid-fire guy like Michael Breed would have the patience for scientific research? Yet that's just exactly what he did to confirm his approach to the putting stroke. The results are in Breed's latest book, The 3-Degree Putting Solution: The Comprehensive, Scientifically Proven Guide To Better Putting. The Sunningdale CC head pro and Golf Channel star wrote the book with John Steinbreder.
After a personal epiphany on the practice green, Breed spent years teaching his pupils to change their stroke to take the putterface from the normal positive loft to a negative one. That, he knew, would eliminate backspin and produce a truer roll. He based his approach on years of practice and observation with hundreds of pupils as well as his studies of putting greats like Dave Stockton, Billy Casper, and Horton Smith. Recently he funded research into the question by a golf lab in Dallas and determined that the optimum face angle for a putt is three degrees of negative loft. His book details that research while providing much, much more useful information for the golfer serious about improving his performance on the green.
Breed provides a comprehensive guide to grip, posture, alignment, club path, and tempo as well as putterface angle. He also talks about mental conditioning and reading greens. With dozens of practice drills and 150 instructional photos, the book is a comprehensive guide to success with the flat stick.
Among many other books, Dave Donelson is the author of Weird Golf: 18 tales of fantastic, horrific, scientifically impossible, and morally reprehensible golf
Wednesday, May 2, 2012
Metro NY Golf Season Gets Underway
The Metropolitan Golf Association put the ball in play yesterday at Plainfield Country Club. The annual MGA Media Day featured a review of a very full calendar of competitions as well as a panel discussion featuring 2009 Met Open winner Andrew Giuliani, PGA Tour winner Bill Britton, and Plainfield head pro Scott Paris. Some notes from the event:
MGA Director of Competitions Brian Mahoney is praying for clear skies since there just aren't any dates to make up rainouts in a calendar packed this year with 22 events. The year begins with the MGA Senior Amateur Championship at Metedeconk on May 7-8 and ends with the French-American Challenge October 16-17 at Sebonack. Highlights include the Met Open to be played at Plainfield August 21-23, the Ike June 25-26 at Atlantic, the Met Amateur August 2-5 at Hollywood, and the MGA Senior Open August 27-28 at Garden City. This year marks the 100th anniversary of the Met Junior Championship, which will be celebrated at Nissequogue Golf Club. Mahoney also pointed out that the MGA has teamed up with the Met Women's Golf Assn to present three events including the Women's Met Amateur June 5 at the Stanwich Club and the Women's Public Links Championship July 11 at Flanders Valley.
Plainfield CC head pro Scott Paris said that the Barclay's will return to the club in 2015 with another spot on the rota scheduled for either 2018 or 2019. The 2011 FedEx Cup event was shortened to 54 holes by Hurricane Irene. Paris explained that the Donald Ross masterpiece underwent a ten-year reconstruction under architect Gil Hanse, who also masterminded the Sleepy Hollow restoration. Using Ross's original drawings and photos of the course in its early days, Hanse removed a forest of trees, stretched the greens back to their generally expansive size, restored fairway widths and lines, removed two water hazards that were really just there to handle drainage anyway, and added a scant 150 yards to the course. The green contours weren't changed although seven collection areas were restored to add variety to the approaches that can be played.
Bill Britton, who won the 1979 Met Open at Plainfield as well the 1989 PGA Tour Centel Classic and tied for seventh in the 1990 Masters, pointed out that while the course has been substantially improved, the angles into the greens remain crucial to shooting a decent score. Britton is currently head pro at Trump National Colt's Neck
In addition to his victory in the 2009 Met Open, Andrew Giuliani won the 2005 Ike Championship at Plainfield. He also starred in the Golf Channel's Big Break series shortly after turning pro. The ebullient Giuliani said the experience was a positive one despite the reality TV sturm und drang that viewers see on the screen in their living rooms. "In regular golf," he says, "you have a few holes to settle into your game. On the Big Break, you warm up then sit on the bench for two hours before you have to hit one shot--perfectly. It was actually a good way to learn to focus on playing one shot at a time."
Among many other books, Dave Donelson is the author of Weird Golf: 18 tales of fantastic, horrific, scientifically impossible, and morally reprehensible golf
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