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...
Preparation
At the Safeway grocery store I frequent, the check-out personnel are instructed to call customers by name when they hand them their credit or debit card receipts. Nice intention, bad execution. Maybe once out of 100 trips the person has gotten close to saying mine...
Blog, Sales Vocabulary
From the mailbag: “Art, an email I received from a vendor, in response to a question we asked about a policy issue, started out with, ‘You’re not going to like this, but …’ “I continued reading, now feeling bitter. However, what was...
