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...
Opening Statements
Sales 101 tells us that it easier and more profitable to sell more to an existing customer than to try and get a new one, we should do whatever we can to nurture existing customers, and our good customers are our best source of referrals. But so many sales reps either...
