Rick Wong's Blog, page 3

Creating need for your product or service in less than 30 seconds

You can run into a potential customer or client anytime and anywhere so you should always be prepared for that occasion. But you want to make sure you’re going to communicate something appropriate for that moment and chances are, if you run into someone by accident they’re not going to be very open to hearing a 30 minute PowerPoint presentation.

​Unfortunately many sales people only have one pitch ready to go and they try to give it in every situation. They have 20 slides in their bag or on thei...

Logical Problem Solving

What – Why – What – Go – (www.go)
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Addressing needs is another way to say you’re solving problems. Great sales people are natural problem solvers in that they know how to find customer needs, both business and personal, and figure out how to address those needs which results in winning the business. The thing that makes great sales people natural problem solvers is that it’s not enough for them to know that something is wrong or that a customer has a need, instead they know how to ask questions...

Unreasonably Accountable – A common trait of the best sales people

I hold myself “unreasonably accountable” for anything that happens to me. I share this not because I feel this makes me better than others. Instead I share this because it’s given me a very positive way to approach challenges that I think can be helpful to others, in general, and sales people specifically. I’ve found that most people who get consistent results in their field, whether it be business, sports, sales, etc., hold themselves to the same standard. I was lucky to have a teacher help me ...

Three top motivators for sales people – Money isn't one of them

How to motivate sales people is a common debate among sales managers and compensation specialists.  It’s commonly assumed, by non-sales professionals, that sales people are money hungry individuals and that the more you pay them the better they’ll perform.  That would be wrong.

In my 33+ years of sales and sales management, I’ve worked with many sales professionals, and not one that I would consider incredible, counted income as their key motivator.  The joy of winning, helping and relating are ...

Building An Ideal Client/Customer Profile (ICP)

When building sales strategies and plans, it’s helpful to identify the kinds of clients or customers who are right for you. It’s common for companies to feel that everyone can benefit from their offerings, and while that might be true, it doesn’t mean everyone is a good fit. It’s good to have an Ideal Client/Customer Profile (ICP) to prioritize where to focus selling and marketing efforts. Within the ICP, I look for five things. Does the customer have:

NEED for your product or service?TIME to...

Reflecting On Losing My Father At 10 Years Old

I had a great discussion with Jenny Lisk, reflecting the lose of my father at 10 years old. I was lucky enough to have family and teachers that took me under their wing and put me on my journey towards becoming a successful corporate executive. entrepreneur, and an accomplished musician as well. Topics included are: […]

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Servant Selling is the Most Successful Selling: Five Ways it Happens

Repeat and referral business is the lifeblood of enterprise and consumer sales—cost of sale is low for existing customers, and happy customers are your new referrals. The Five Abilities® is a framework for how servant selling works and how servant selling is the most effective selling because it leads to repeat and referral business. Five […]

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Rick Wong, Singer, Songwriter and Entrepreneur

Interview and article done by Yvonne Erickson Rick and I met when he was part of my interview loop for an internal job  at Microsoft.  Rick was a Vice President (VP) in the group I was interviewing with. Not unlike external candidates, Microsoft employees were required to provide our resume to each person on the […]

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The Reasons Why Successful Leaders Pay It Forward

Early in my career, I was blessed to work with many successful leaders who made habit of paying it forward. Their focus on paying it forward taught me lessons that help me every day. They help me to be more productive and to have more fun—another key trait of successful leaders. I want to honor […]

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Great Salespeople Are Your Bread and Butter

People make business decisions for personal reasons and until AI selling tools can empathize and personalize, great salespeople are your bread and butter.   In a January 2017 article titled Are Salespeople Still Relevant? Part One from #nzentrepreneuer, the author states that marketing “now” performs much of what great salespeople did back “then” largely referring […]

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