Mike Marchev


01. Selling Skills No Comments

Are You As Useful As You Can Be?

01. Selling Skills No Comments

I want to start Blogging again more regularly. 

By definition a Blog consists of the personal thoughts and opinions of the writer, and in this case, that would be me. I have both: Thoughts & Opinions.

But that being said and understood, I do need your help if my thoughts and opinions are to in some way, shape or form benefit you, my reader. So, please email me topics that you feel warrant a third party’s thoughts and opinions.  mike@mikemarchev.com

Today I want you to think about the word “useful.”

I believe that by just thinking about this word your contribution to your prospects and clients is bound to improve. By following your thoughts and becoming “more” useful your life will immediately change for the good.

Question: Are you useful? Are there opportunities for you to be more useful?

Think about it. I am certain your performance and the way you approach prospects and clients will begin to change just by addressing these two questions.

How you can become more useful is something you will have to arrive at. I don’t know what you are doing now so I can’t intelligently recommend a training program.

I do know that if you are just a middle-person, a taker, or somebody who feels it is okay to simply skate through life without “bringing something to the party,” your days as an entrepreneur are just about to come to an end

Now it is your turn. Email me topics I can respond to. I want to help you.   mike@mikemarchev.com


PS. Free Webinar this Thursday: Talking Groups with Stuart Cohen (REGISTER)

PPS. My 4th Annual Training Cruise: January 9-14, 2017. DETAILS (be sure to write “cruise” in subject box.)


It Doesn’t Take Much

01. Selling Skills No Comments

Screen Shot 2016-02-22 at 8.52.02 AMYesterday’s Daytona 500 was won by Denny Hamlin.

I have been highlighting the fact for years that winning often comes as a result of tying together a bunch of “little” things together over an extended period of time.

Such was the case in Daytona yesterday. Look at the margin of victory. Remember those cars were traveling over 200 mph at the time this photo was taken.

After numerous pit stops, fender-benders and many hours of driving it all came down to a very small differential. Yet, one driver drank milk while the other started counting the days until next year.

You don’t have to be twice as good as your competition ladies and gentlemen. You just have to be a little better … a little bit faster … a little bit more creative. I suggest you take a copy of this photo-finish and tape it where you can see it daily. The next time somebody asks you what the secret to your success is, you can simply show them this picture.


What Does Engraving Anything Have To Do With You?

01. Selling Skills,Mike's Memo No Comments

The prize we play for once a year is called The Guernsey Goblet. It has a figure of a cow on the top of a 13-inch trophy and might be considered ugly as sin. The tournament consists of four men representing two college fraternities from The University of Massachusetts circa 1970. For the record, Theta Chi is represented once and TEP has three positions to date. Well, not exactly.

This is where the story unfolds and where I deliver a sales message that might just change your life forever… for the good.

You see, what I have is a plaque in need of some engraving. (Not with Theta Chi – my affiliation)

I recently found time to address this item on my “to-do list” and as most people would do, I turned to the Internet, the world’s most impersonal source of information. I Googled my zip code along with the word “engraving” and to no surprise, I was looking down the barrel of a dozen engraving “specialists.”

I assumed every company on the list had some sort of engraving equipment, and I new that two lines of engraving on a single plate would not send any engraver into a euphoric state once having explained my letter count. I expected the price to be what it was, and unless it was an outrageously absurd quote, I was willing to pay it to get the job. After all, it was The Guernsey Goblet.

I began making phone calls, and to no surprise I began to get voice mail. Some messages were what I call a “tad terse” in that they did not solicit a welcoming feeling. Most were simply “uninviting.” But here comes the message, and I hope you hear it loud and clear.

The first engraver who greeted me like a valued customer, and made me feel like I was not bothering them was about to get the opportunity to “name their price.” You see I had a problem needing fixing. I was not overly concerned about price. I was not interested to learn what engraving degree they earned in college. I could not have cared less about their last twenty engraving jobs. All I cared about was (1) if they were interested in hearing about my problem, and (2) if they could fix it.

My  interpretation of the answer to these two questions would be the only sales job required.

Don’t get me wrong. Are there people who just care about price? Absolutely. Do some buyers get their nickers in a twist over credentials and  an impressive “Who’s Who List” of  clients? I am sure of it. But please do not under estimate the power of trust and interest when coupled to a little skill. It is my belief that this represents the bulk of the buying public.


Nothing But Common Sense

01. Selling Skills No Comments

Image 7-10-13 at 10.22 AMYesterday my brother and I installed a light and power switch for my son’s washer/dryer system. We decided to reward ourselves with a cold pint. (This is affectionately known as “blowing the froth off a few.”)

We selected two empty stools perfectly positioned and ….. waited. I counted eight people leaning against the bar sipping their brews, and I located the bar-keep at the register fumbling with what looked like a handful of receipts. Still waiting. And waited some more. I felt a little impatience growing but I kept it to myself.

What seemed like many minutes later, the young lady slid on over and asked if we could use a beer.

The following day, (today) I spot Nancy Friedman’s blog post highlighting Cardinal Rule #1 and I thought back to yesterday’s coffee break.

===================================Cardinal Rule # 1 – People Before Paperwork

When someone walks into your place of business, or calls you while you’re working on something, drop everything for that person. Remember, paper can wait, people should not. We’ve all been abused when we go shopping and been ignored and we know how that feels. Let’s not abuse our own customers. Remember: People before paperwork.============================================

I think you can connect (or not) to this message. If your prospect or customer can still fog a mirror, pay attention.

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