Go Low-Tech, High-Touch for Major Impact

Cooking and Barbeque, Sales Recommendations (presentations)

In our age of being constantly electronically connected to our Blackberrys, iPhones, social media sites and more…let’s stop and revisit what really makes a memorable difference in sales, and all of life for that matter: the personal touch, and the little...

Managers: Get this free ebook of 30 mistakes to avoid

Resources I Recommend

One of the smartest sales management guys I know–heck, business management in general–is a fellow member of my mastermind group, Bill Lee. He has just put out an ebook I suggested he charge for, but he’s giving it away (what do I know?) "30 Ways...

Scammer Voice Mail, Part 2–They’re Using the Same Script

Call Recordings

A few weeks ago I shared a voice mail sent in by a fellow reader. It wasn’t bad, other than being a flat out lie, and probably a scam. Here’s another one, pretty much identical, from a female caller this time. And again, the person who received it had...

Selling at Full Price When there is Resistance

Objections, Sales Recommendations (presentations)

I was looking at a couple of pieces of office furniture from different dealers. One was more expensive than the other, but I liked it more, and the sales rep knew that. After I hemmed and hawed awhile about hesitating because of the price, he said, "Two years...

Photo of Thomson Reuters Sales Pros

Photos of Training Clients, Uncategorized

Yesterday and today I’m working with a great group of reps at Thomson Reuters Tax and Accounting Creative Solutions. I’ve been coming here to Ann Arbor, MI, for over 10 years now to deliver training, and this company, like LexisNexis below, is a sales...