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Jack Nicholson played a scrappy no-nonsense Colonel in the movie “A Few Good Men.” When giving orders to his men the Colonel often asked “are we clear?” the correct answer was always “crystal” as in crystal clear. When communicating with our prospects being understood should not be something subject to interpretation. It should be clear, unambiguous and succinct. Unfortunately, most of us don’t have the military training that fosters this “in-your-face” type of communication. On second thought I am not sure that your prospects may be entirely ready for it either! Nevertheless, you and your prospects deserve to be understood. It’s a waste of everybody’s time and counterproductive for each party to a conversation to take away a different meaning. Today let’s talk about the ways we can ensure that your message is received.

There are three primary techniques to ensure your prospect and you are on the same wavelength:


Sometimes I feel like the preacher with too few butts in the pews! As a whole (particularly for smaller operations) when it comes to sales we operate in a reactionary manner. When we enjoy good times, we focus on the work ahead and during bad times we save what we can. For over 20 years we’ve preached the importance of playing a reasoned game that most always moves the ball forward or at least minimizes your losses. This requires planning, good execution and constant attention to the action on the field so that you can make the adjustments that current conditions require. Today, we challenge our readers to take advantage of a market that still has many challenges to overcome. For too many of us, selling and profitability sometimes go in opposite directions. But, it all starts with sales and that’s what we’re going to talk about today. Here are some actionable points we’d like you to take to heart:


Years ago I attended a sales seminar that profoundly changed my view of salespeople. Prior to that I believed good salespeople were a mystery and quite a few were prima donnas. Did I mention they were a mystery? What I learned in that seminar completely changed my view of both the sales process and salespeople in general. I left with a new appreciation for the sales process and the professionals that master that process. Today, we’ll talk a bit on what it takes to be one of those professionals.


It is not easy to write brilliant editorials each month that both imparts vital or savvy knowledge that fits most everyone’s situation. When you get to thinking about it, it’s a lot like trying to be all things to all customers. A pretty neat trick when you can pull it off consistently.

Today, let’s make a few assumptions first that will allow us to communicate effectively. I’ll assume that business is good, profits are acceptable and you are personally very busy. With me so far? Being the good businessman that you are, you are gazing into the distance wondering what’s next. Do you just rock along like you are until the next downturn? Do you maximize the current market by staffing up? What should you be doing now?


There are limits to how much anyone can overcome, but where are they?

I was speaking with someone recently who had a unique perspective on the subject of futility. This person works a lot with the government and he enlightened me with his tongue in cheek theory of what fighting with the government is like.

When you wrestle a pig there are two certainties:



Business Facts - Learn about new businesses.
Planning & Zoning - Early real estate development information.
Permit Facts - New construction and renovation permits.
Atlanta Housing Report - Permits for new construction.
Bid Facts - Private sector pre-bid & bid stage.
Prospect Facts - Early stage information.

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