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...
Telephone Voice
At the grocery deli counter, the guy greeted me with, “What can I help you with pal?” After pointing out the cheese I wanted: “This one bud?” He showed me a sample: “OK, chief?” Then, “What else boss?” He handed it to me: “There you go my friend.” As I left he said:...
Preparation
While technology has helped us become smarter in many ways, it also allows people to do dumb things in many ways. For example, salespeople sending out non-targeted messages, or just plain old ill-conceived emails and voice mails. Here is an email I actually received....
