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August 11, 2009

Event Calendar
Point of Trust
 

Power vs. Force in Selling

Thursday
August 20, 2009
2:00 PM to 5:00 PM
Sales Leadership Group
"Curbside Critique and
Sales Call Debrief"
For More information
or to RSVP
Contact Tim Roberts
Wednesday
August 26, 2009
8:00 AM to 10:00 AM
Executive Briefing
"Can Your Sales Force
Pass the Stress Test?"
For More information
Contact Matt Nettleton
or Tim Roberts to RSVP
Wednesday
September 23, 2009
8:00 AM to 10:00 AM
Executive Briefing
"Can Your Sales Force
Pass the Stress Test?"
For More information
Contact Matt Nettleton
or Tim Roberts to RSVP

Tim Roberts

Power arises from meaning. It has to do with motive, and it has to do with principle. Force always creates counterforce; its effect is to polarize rather than unify. Force always moves against something, whereas power doesn’t move against anything at all. Force is incomplete and therefore has to be fed. Power is total and complete in itself and requires nothing from the outside. It makes no demands; it has no needs. Force consumes, power energizes and supports.

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If you listen well enough to the people you work with and for, you will begin to notice a pattern emerge, often in very short order. Patterns can be positive or negative, strong or weak. In sales rarely a day goes by that we don’t encounter contrasting patterns. Some buyers possess the weak stuff and some the strong. Similarly, some salespeople show up in the lobby with weak patterns and some with powerful ones.

More
Trust Tactics
 

Hey, Do You Know A Plumber?

Matt Nettleton

As a sales trainer I spend a lot of time talking to my clients and I get paid to work with them in four areas of their business: Strategy, Structure, Staff and Skills. Because I spend hours talking to them, I learn quite a bit. And despite that, they still manage to surprise me with the questions they ask me.

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Tim's Blog WordPress
President's Club
DISC Extended
The Sandler Rules
Five Minutes With VITO

Recently, a client of mine asked me to come out and speak to his customer service team – a group of people I had never met and he had rarely spoken about. At the end of my two hour presentation, as he was walking me to the door of his facility, he suddenly looked over at me and said, “Thanks for coming out. It will be great for the Customer Service Reps to use the same language as the Sales Team. Oh, by the way, do you know a plumber?”

Take a look at your business card and ask yourself what it is you sell. If you are a copier salesman you probably spend quite a bit of time talking about copiers. If you sell web services you probably spend hours discussing SEO, SEM or whatever your niche is.

More
Trust Talk
 

Do You LOVE Your Work?

Deborah Daily, Trustpointe President's Club Member

Growing up as a kid I learned there were many smart people in the world – most of whom were smarter than me. In high school, I was one of the few kids who studied an average of 4-6 hours per night just to maintain my A-B average. With “IQ” tests and SAT scores, I wasn’t a genius, no photographic memory, no savant. I was just average.

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I think that’s why I’ve always loved Peter Faulk as “Columbo” – playing the tussled, wrinkled, trench coat-wearing, cigar-chewing lieutenant. He was just an average kind of “joe.” What makes him great? Three qualities – his persistence, his curiosity and his ability to effortlessly “fall on the sword.” Columbo always gets the perpetrator. He asks millions of questions and he always tells the perpetrator in some form or fashion “sounds too clever for us…we’re not the brightest guys in the world.”

More
Trust News
 

Sales Leadership Group

"Curbside Critique and Sales Call Debrief"

Aristotle could have been speaking to a conference of sales managers when he spoke of the key elements of friendship: They must like each other. They must be on the same page looking at the same goal. And they must be useful to each other. The last one, be useful to each other is key. It certainly is the key for our Sales Leadership Group (SLG) here at Trustpointe.

Join us on August 20th from 2:00 PM - 5:00 PM as we start to roll out Sandler Training's Sales Leadership Group. This session is not for President Club members. It is reserved exclusively for Owners, Presidents and Sales Managers. This session will be about "Curbside Critique and Sales Call Debrief." These systematic processes will help you grow revenue from the sales calls your people are already running.

At SLG, we meet once-a-month. Manager’s only. Sales force development exclusively.

If you are interested in becoming a more powerful (not forceful) sales leader for your company and you want to develop your leadership style in the company of like-minded “A“ players, then reserve your seat on August 20th for this jam-packed session by calling Tim Roberts or Matt Nettleton (email: Tim@thetrustpointe.com; Matt@thetrustpointe.com; or call 317.845.0041).

Tim Roberts Amy Woodall Matt Nettleton
Tim Roberts Amy Woodall Matt Nettleton
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