How the iPhone Rep Built Credibility and Won a Bigger Sale

Price and Value, Unique Value Proposition

I finally gave in and bought the iPhone. Wow,  what a cool device! It’s so much more than a phone. While in the Apple store, had an interesting sales  experience with one of the reps. While looking at  the wall of accessories to perhaps add to the...

Follow-Up Article on Healthcare Advocacy From Wall Street Journal

Questioning, Random Rants

The Wall Street Journal online edition posted a great article, along the lines of my posting below about asking direct and tough questions of doctors and other health care providers. See it at http://online.wsj.com/article/SB123612654272124081.html Thanks to Mike...

The Fundamentals Work Every Time

Opening Statements, Preparation, Questioning, Sales Recommendations (presentations), Screeners

First, I can’t begin to express how overwhelmed I am with the thoughtfulness of you, my readers and customers, and I’ll put most of you in the category of "friends." In response to my email and blog post below last week I had several hundred...

Sales Pros at the Mobile Mini National Sales Meeting

Photos of Training Clients

Last week in Las Vegas I presented a workshop to four groups at the Mobile Mini national sales meeting. You’ve certainly seen the Mobile Mini products…they are metal storage containers and trailer-like offices, usually at construction job sites, but there...

Perhaps My Most Important Tip Ever, In Memory Of My Mom

Random Rants, Uncategorized

(Originally posted, February, 2009) I’ve written and spoken millions of words to readers and my audiences over the past 26 years. Perhaps none as personal, or potentially important to some people as today’s. This won’t be about sales, specifically,...