Opening Statements
If you’d punch yourself in the head, it would hurt. And doing it repeatedly would cause damage.Reasonable people would quit doing it.Hard to imagine why anyone would do it at all. Yet, salespeople do it every day. Repeatedly. And it hurts, both psychologically...
Preparation
Have you ever attended a business networking mixer? You know, the happy hour events where people walk around introducing themselves, hoping to make contacts that will result in referrals or business. Oh I know they are useful for salespeople in certain types of...
Self Motivation
I was in a slow moving security line at the airport (that’s redundant, isn’t it?) and couldn’t help but overhearing the conversation between two businesswomen in front of me. “I’ve had THE worst day,” said one. “First, room...
Random Rants
I imagine there are some new sales reps out there who might get their information from just one source, take it as gospel, and as a result get stuck in the molasses of mediocrity. They might be attempting unsound methods, while avoiding others they have been warned do...
Referrals
Today, I’m sharing some excerpts from Bill Cates’ new book, “Beyond Referrals- How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients.” (By the way, I’m pretty certain Bill was not the expert referred to in the other newsletter mentioned...
