(I cannot stand Dave Ramsey’s ego and demeanor, both of which unfortunately are rather loud in this book. But, some notes, nonetheless…)
- Customers that know you care deeply about them and delivering to them are more forgiving of mistakes. Know it wasn’t due to apathy or lack of excellence, nor is it something that happens often.
- Without a good mission statement (company and personal), top of the ladder leaning against the wrong building.
- Great companies figure out their strengths and calling and stick to them.
- Mission statement also defines what you aren’t. Need an out-of-bounds marker.
- One of the leading causes of business failures is success. Tons of “opportunities” come your way.
- The same processes that make you successful in one arena are not automatically transferable to others.
- Just because an idea is good does not mean it is good for you or your company. Refuse requests outside your mission.
- Mission statement should include your skills/abilities, personality traits, whys (values/dreams/passions)
- Criticism follows anything of scale that matters.
- Force your thought processes through layers of verbalization and writing — reach a higher level understanding.
- Try not to go home with decisions left undone.
- Logic, while factual, is flat and moves no one to action. Passion makes the sale, and covers a multitude of errors and ignorance.
- When hiring, clearly define what winning in the position looks like. Key touchstones that will make you thrilled you hired them?
- For problem team members, ask yourself if you would hire them again.
- When selling, most go through four steps and not skip them or do them out of order. Qualification, rapport, education/information, close.
- Customers buy for their own reasons, not yours.
- You have about one minute to find common ground with the buyer
- Always ask for referrals
- Sell to someone’s personality style, not yours. Figure out their style and meet them where they are.
- Serve, don’t sell.
- You must know every detail and the history of your product.
- Have to believe with great integrity that the best possible thing from the customer’s perspective is for them to to do biz with you.
- Need to know so much about the competitor that you know why you are better.
- Customer will typically tell you what they like, what is most important to them, and will literally tell you how to sell/serve them
- Sell and serve by describing the benefits
- If you are feeling resistance and are feeling pushy, don’t push. Retrace your steps from the beginning.
- Ask a question that implies the purchase is going forward and shut up.
- Alternative close: to options to the customer, and both involve buying.
- Kids should have more freedom the more you observe them making great decisions and keeping their word.