How Darth Vader Impresses New Customers “Let’s talk about the dark side.” If a tall, lurking figure spoke those words, you might reach for your lightsaber. But if you were the one saying it, I bet you would get a different reaction. The “dark side” referring to is what happens when there is a
July 27: Think About Think Time
Think About Think Time Good morning! I had a rare opportunity recently: I found myself in the car alone for six hours. Deciding 6 months was too long between daddy/daughter visits, I drove out to Cornell University to visit Emma and her wife, Alex. My first thought as I hit the highway
July 21: Are You Even Listening to Yourself?
Are You Even Listening to Yourself? I was out for a walk some time ago and, as is my custom when walking alone, was listening to Planet Money, a podcast from NPR. This particular episode ended early and the hosts started talking about some of the feedback they get via mail and email. One point of
July 20: Best Use of COVID Selling Time is…
Best Use of COVID Selling Time is… One of my favorite questions to ask a coaching client trying to grow their sales volume— as well as myself— is, “What is the best use of your time?” Sometimes I will turn it around and ask a different version: “Is this really the best use of your time?” when I
July 14: Everything is a Sales Call
Everything is a Sales Call My daughter: “I think we should spend some time together, just you and me.” Me: “That would be great.” Daughter: “No cell phones. No distractions.” Me: “Wow. That sounds fantastic.” Daughter: “Great. I need to practice driving. I have my learner’s permit. Let’s
July 13: “I Don’t Do Social Media”
"I don't do social media" “I Don’t Do Social Media” As I am writing and recording this social media-based sales tip on the subject of social media, one irony is not lost on me: Those who need to hear the message never will simply because they are not using social media! But I will plow
July 7: Don’t Be That Sales Guy. Or Do. That’s Fine, Too
Don’t Be That Sales Guy. Or Do. That’s Fine, Too When does persistence cross into annoying? That line is different for all of us. Personally, I love me a good follow up call to check in, so long as it is accompanied by good listening skills. It demonstrates sales professionalism and I’m all for
July 6: The Sales Do-Over
The Sales Do-Over I got remarried last year. A second marriage is a do-over, a chance to take what I learned the first time and get it right. Over the last 4-6 weeks, local governments have eased restrictions in an effort to reopen businesses. Some did so successfully while others failed or