FIT: The Chambers Pivot Newsletter
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Quick notes to help you get more done in less time. . . next week. 

In this issue:

- Techniques for FIT
- Being Human
- Random Stuff

Techniques for FIT

  • Be data-informed vs. data-driven when analyzing and forecasting sales. A buying and selling decision is far more complex than the tools we have available to measure it. 
  • Nothing beats being curious about your customers. Get in front of them. 
  • When communicating value to a customer, start with simple and clear - then make it dramatic by using proof. 
  • Human beings love to help one another. Sure there are some bad eggs, but not every time, or every situation. 

Being Human - Buying cars

Is there a sales process that is more mired in it's ways than auto sales?

Zig Ziglar used to tell a story about a rump roast to illustrate the importance of asking "why."

A newlywed couple, deep in the throes of wedded bliss, were preparing their first big meal. A rump roast. 

After unwrapping the roast from the butcher paper, the new bride took out a chef's knife and proceeded to whack off the ends of the roast and discarded them. The new husband asked, "Sweetie, why did you cut off the ends of the rump roast?" 

"Because that's the way you do it," she replied. The husband pressed because he loved the slightly overcooked ends of a good rump roast. The bride held firm. A tiny tiff began to rise and the bride put up her hand. "My mother has done this forever. Let's ask her."

They called the mother who confirmed that, yes, before cooking the rump roast, you cut off the ends. She had no idea why they did it that way. But, it's how her mother, the new bride's grandmother, did it, since time immemorial. So they called Nana. 

"Nana?" asked the bride with the phone held closely between her and her new husband's head, "I have a question." 

"Yes, dear," said Nana. 

"Why do we cut the ends of the rump roast off before preparing it with your special seasonings?" 

There was a pause on the other end of the line and the newlyweds leaned in to listen. 

"Well," Nana began, "I cut the ends off because when your PePaw and I got married, all we had was this one little pan. . ."

I spent the last weekend going from car dealership to car dealership and the only possible explanation for the fact that buying a car in 2016 is almost identical to buying a car in 1996 is that no one has ever checked back with Nana to ask why. 

Just sayin'. 

Random Stuff

Let's build something!

Each spring, from my office desk I look into my backyard and think, "I'm going to turn this tract into a showpiece."

I had both of my boys with me. Boys that are growing big and strong and capable of lifting heavy things. A thought popped into my head. 

"Boys, I have an idea." They turn away from their devices and look at me. "Let's build a new deck!"

Their expressions remain frozen. So I double down. 

"The demolition part will be the most fun. I see those guys do it on that HGTV channel. Then we sink some footers and build it up. Add a cooking space. Some flower beds. I bet it doesn't take more than a week, two at tops," I add, searching. 

Finally, my eldest boy speaks up. "Dad, we're not going to do that." His brother nods in agreement. 

"I know, I know," I say, turning back to my device. 

Upcoming Offerings

April, Teleseminar: "Using Fit to Sell More to Existing Customers: A Case Study" — Click to hear the recording
May 6, Booklet Release  — Amalgamate: Summer 2016
May 17, CEO Breakfast — Humans In The Boardroom — invite only
Momentum Program Get on the list — worldwide
July 14, Teleseminar: Topic TBA
Very late 2016, Human's Guide Book Release  — (still shopping the proposal)

Previous Teleseminar — Access the "Predictable Growth in Unpredictable Times" recording by clicking here
Copyright © 2016 Chambers Pivot Industries, All rights reserved.

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