With all of the negativity going on around us, it is especially important for those of us in sales to not contribute to it. As I've mentioned...
End With a Positive
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Make an Impression With Your Voice Mail Greeting
I'm not a big believer in getting too cute with your voice mail greetings, or giving an entire sales presentation. No one has time for that and it...
Should You Use this Question: “What’s It Going to Take?”
I've been giving some thought to the question, "What's it going to take to ...?" It's a bad, salesy-sounding, cheesy technique. And It's a...
“Free” In and Of Itself is Not a Benefit
A guy working a booth for the US Airways VISA card at the Phoenix airport stood in the middle of the concourse yelling to anyone who would listen,...
Some Thoughts on Creating REAL Barbeque
One of my passions/hobbies is cooking. I don't have as many cookbooks as I do sales books, but it's close. Some people think it's crazy, but...
Sales Horror Stories
Thanks to Josh Margolis who sent along this link to another blog, where the writer, Susan Corcoran, shares her horrific experiences (along with one...
What’s Happened to Customer Service?
Here’s something that annoys me to no end: “service” personnel who act as if you have inconvenienced them by trying to give them your money. For...
How to Get New Business in Challenging Times
Whoa, wait, don't jump. Come in off that ledge. Sure, things may not be the rosiest on Wall Street and with some financial companies, but guess...
The Three-Step Voice Mail Strategy
One of the top challenges for most salespeople, if not THE biggest pain, is getting to decision makers, and more specifically, dealing with voice...