It's interesting how people not in sales as a profession view the tools, processes, and techniques we use every day, on the job and off. ...
How to Be a Sweet-Talker
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Great Customer Service…at Wendy’s
I am fed up with, and still amazed by how the mainstream media thrives on presenting news through negative filters. Yesterday, when the Dow had its...
How about some “How?” questions?
A while ago I saw a TV commercial for Ping, the golf club company. The theme of the commercial was how Ping built its fine reputation by always...
Responding to “I’m not interested.”
So you make a prospecting call, deliver your opening, and their response is a quick, "I'm not interested." Or, "We don't need...
End With a Positive
With all of the negativity going on around us, it is especially important for those of us in sales to not contribute to it. As I've mentioned...
Make an Impression With Your Voice Mail Greeting
I'm not a big believer in getting too cute with your voice mail greetings, or giving an entire sales presentation. No one has time for that and it...
Should You Use this Question: “What’s It Going to Take?”
I've been giving some thought to the question, "What's it going to take to ...?" It's a bad, salesy-sounding, cheesy technique. And It's a...
“Free” In and Of Itself is Not a Benefit
A guy working a booth for the US Airways VISA card at the Phoenix airport stood in the middle of the concourse yelling to anyone who would listen,...
Some Thoughts on Creating REAL Barbeque
One of my passions/hobbies is cooking. I don't have as many cookbooks as I do sales books, but it's close. Some people think it's crazy, but...