http://hectorcadena.com/blog Sales Advice Fri, 04 Apr 2008 01:59:34 +0000 http://backend.userland.com/rss092 en No matter what your line of work, one thing to always keep in mind is that you get paid consistent with you ability to solve problems. The more problems that you solve and the bigger that the problems that you solve are, the more that you will get paid. Think about ... http://hectorcadena.com/blog/2008/04/04/solving-business-problems/ Life is alot like golf in many ways.  First of all, the average golfer has a hard time making par.  That's because we haven't invested the time and the effort required in order to play the game at our highest level.  The typical golfer is a week-end hobbyist with very ... http://hectorcadena.com/blog/2008/03/30/life-is-a-lot-like-golf/ Good sales questions can help you better serve your prospects.  By understanding your prospects situation, you can better meet his needs, and the best way to understand his situation is by asking good, probing questions.  This is where a great salesperson separates himself from his competitors.  If you just allow your prospects ... http://hectorcadena.com/blog/2008/03/27/sales-questions/  At the time of this writing, Tibet is under a great siege from the Chinese government.  Chinese military troops have been clashing with Lhasan protesters since March 10.  The clashes have turned deadly and the protests have spread to other provinces.  The Tibetan people are fighting to retain their culture.  Since ... http://hectorcadena.com/blog/2008/03/22/tibet/ Nobody succeeds at anything their first attempt.  Or at least nothing significant and worthwhile, anyway.  Everybody fails at something, sometime.  And typically, many failures come at the beginning of a new venture.  But the biggest difference between success and failure is persistence and tenacity.  Just don't give up!  There's a ... http://hectorcadena.com/blog/2008/03/21/success-is-for-losers/ Written any cards or letters lately?  If you're like most people, then probably not.  I mean, what's the point you ask?  E-mails and faxes and telephone calls are much faster and much easier, right?  Well, that is precisely the point.  The fact that sitting down and actually taking the time ... http://hectorcadena.com/blog/2008/03/20/the-lost-art-of-the-handwritten-letter/ Not all customers are created equal.  When it comes to profits and customers relationships, some customers are much more valuable to you than others are and vice versa, you are more valuable to some customers that you are to others.  In order to break out of the commodity price trap, ... http://hectorcadena.com/blog/2008/03/16/not-all-customers-are-created-equal/ I’ve written a lot about customer relationships in the past.  But a good relationship with a customer or a prospect doesn’t guarantee automatic or continuous success for any new business negotiations.  A good relationship is only a doorway that gives you the opportunity to grant you the access that you ... http://hectorcadena.com/blog/2008/03/15/customer-relationships-and-value-propositions/ Across the entire country, the rising price of gas and the record setting price of a barrel of oil has been front page news for the past few weeks, if not months.    This Tuesday morning, when I first arrived at work, I was greeted with the news about a price increase in a ... http://hectorcadena.com/blog/2008/03/14/politics-and-inflation/ It's been a while since I've touted a new book in my blog, but I'm in the middle of reading a great sales book and I just couldn't wait to get to the end before I told you about it.  It's called What The Customer Wants You to Know by ... http://hectorcadena.com/blog/2008/03/13/what-the-customer-wants-you-to-know-a-book-review/