As for the covenants Northwest signed with the state in 1991 on maintaining a certain number of jobs, the airport hub and Northwest’s Eagan headquarters, Anderson said “we think we can get to the spirit<\/strong> of the original covenants that were struck.”<\/p><\/blockquote>\nThat is a fat-worded, or fuzzy-worded, phrase of the highest order.\u00a0 Somehow I don’t think they are thoroughly committed to the original covenants.<\/p>\n
If this was a sales qualifying situation, the sales rep would have to ask Anderson what he means by the phrase “get to the spirit.”<\/p>\n","protected":false},"excerpt":{"rendered":"
The Northwest-Delta airlines merger is the talk of this town as you might expect.\u00a0 There has been much posturing up here as people and politicians realize that Northwest will probably leave this town as Atlanta becomes the new company’s headquarters. I was reading an article on the merger in our local St. Paul Pioneer Press when I came across this quote (my highlighting): As for the covenants Northwest signed with the state in 1991 on maintaining a certain number of jobs, the airport hub and Northwest’s Eagan headquarters, Anderson said “we think we can get to the spirit of the original covenants that were struck.” That is a fat-worded, or… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,9],"tags":[579,578,142,577],"class_list":["post-1530","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-techniques","tag-clear-communication","tag-qualify-word","tag-sales-technique","tag-trap-words"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-oG","jetpack-related-posts":[{"id":453,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/sales-offers-gone-bad\/","url_meta":{"origin":1530,"position":0},"title":"Sales Offers Gone Bad","author":"Derrick Moe","date":"November 21, 2006","format":false,"excerpt":"A friend of mine is an established, successful salesperson who is looking for a new opportunity. He recently received an offer from a large corporation that had a 6 or 7 page commission document. The document looked like a court filing. After sifting through as much as we could tolerate,\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2501,"url":"http:\/\/selectmetrix.com\/blogs\/2012\/06\/the-money-trap\/","url_meta":{"origin":1530,"position":1},"title":"The Money Trap","author":"Derrick Moe","date":"June 12, 2012","format":false,"excerpt":"-Discounting is a hot topic in sales especially in this prolonged, down economy.\u00a0 However, discounting is never the best choice regardless of the situation.\u00a0 Here is a good Eye on Sales article speaking to that point. Here is a good suggestion: The first question I ask anyone who thinks they\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1545,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/3-sales-hiring-inhibitors\/","url_meta":{"origin":1530,"position":2},"title":"3 Sales Hiring Inhibitors","author":"Derrick Moe","date":"May 1, 2008","format":false,"excerpt":"Even bad salespeople can appear to be strong in a face-to-face interview situation.\u00a0 This reason is why sales recruiting is truly different than any other form of recruiting.\u00a0 Reviewing resumes and assuming abilities is is a fool's errand.\u00a0 Yet, there are certain aspects of general recruiting that can that hinder\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":142,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/allowing-pockets-of-chaos\/","url_meta":{"origin":1530,"position":3},"title":"Allowing “Pockets of Chaos”","author":"Derrick Moe","date":"June 28, 2006","format":false,"excerpt":"The abcnews.com Working Wounded Blog is always reliable for a different take on things. The post from last night, Chaos 1, Order 0, weaves together airplane boarding procedures, elementary school and 3M in one short post. Impressive. Bob Rosner's point - sometimes a little bit of chaos can increase productivity\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2164,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/11\/a-hazy-shade-of-forecasting\/","url_meta":{"origin":1530,"position":4},"title":"A Hazy Shade Of Forecasting","author":"Derrick Moe","date":"November 18, 2009","format":false,"excerpt":"The stresses of this economy are affecting entire sales departments from the leadership down to the trenches.\u00a0 One piece I have noticed is a distinct aversion towards customer relationship management software.\u00a0 Interestingly, the resistance is coming from sales managers. What I believe I am seeing are sales managers with less\u2026","rel":"","context":"In "Leadership"","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":52194,"url":"http:\/\/selectmetrix.com\/blogs\/2019\/07\/1-important-change-to-prospecting\/","url_meta":{"origin":1530,"position":5},"title":"1 Important Change To Prospecting","author":"Derrick Moe","date":"July 5, 2019","format":false,"excerpt":"https:\/\/youtu.be\/KnqadkJmQCI Has anything changed more in recent years than prospecting?\u00a0 Cold calling a business phone number to sell a potential prospect is a marginal task, at best, today.\u00a0 Email is a similar task with similar results.\u00a0 Salespeople who do their own prospecting need an advantage, a shift, in their approach.\u2026","rel":"","context":"In "Sales Techniques"","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/img.youtube.com\/vi\/KnqadkJmQCI\/0.jpg?resize=350%2C200","width":350,"height":200},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1530","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1530"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1530\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1530"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1530"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1530"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}