How to Get Your Competitors to Say You Are the Better Choice

Questioning

In a previous post  I discussed what to avoid when talking about the competition. In this one I cover how to get your competition to admit YOU are the better choice. Let me explain… I’ve spent a lot of time on airplanes over the past 31 years doing...

What to Avoid When Talking About the Competition, and What TO Do

Sales Recommendations (presentations)

A couple of TV networks wouldn’t air a new Bud Light commercial because it allegedly dis-paraged Miller Lite. This came after the same networks rejected a Miller Lite commercial that apparently maligned Bud Light. Maybe I’m jaded because my adult beverage...

Here’s the Best Time To Prepare for Your Follow-Up Call

Following Up

I recently did a training workshop for the sales pros at Ivy Garth Seeds. They sell flower and vegetable seeds to nurseries,  greenhouses, and other commercial growers. They actually DO something that I have suggested for a long, long time that not many others...

What You Can Model From the Comcast Cancel Call

Customer Service, Self Motivation

Last week I posted the now mega-viral Comcast cancellation call and asked for your thoughts. Thanks to those who replied. There were many excellent, well-thought-out comments and suggestions. My take:First, I agree that the rep went way over the edge.Regardless of the...

The Comcast Cancel Call: Your Thoughts?

Customer Service

The now infamous Comcast cancellation call has gone mega-viral. People are outraged. Comcast has apologized. I’ve received many messages about my take on it, and requests to post it for comments. Given that I often share recordings of phone calls, it’s my...