Follow Up Techniques Good morning! You’ve made that initial pitch to a prospect. It went well. You feel good. They didn’t buy, but you promised to stay in touch. So, now what? Follow up, sure, but how often, for how long and OMG what does each call sound like? As you have heard me say in
How to Sell Like a Graphic Artist Good morning! Quick story: The very first sales call I ever made was in 1982. I was 21 years old and fresh out of college. I owned one suit, two dress shirts and three ties. Everything except for the shirts was a hand-me-down from my older brother. Starting
Planting Seeds in the Cold Good morning! “I live in a small town in New England. The only time we lock the car up is the month of August. Why August? Because if you go out for an errand and you don’t lock up your car, when you get back to it the backseat will be full of squash and
Stuff You Should Know, You Know? Good morning! The worst question you can ask someone close to you is, “What you want for your birthday?” This also applies to choosing a Christmas gift. Seriously? This is a very bad, horrible, awful question to pose. Why is this a bad question?
The Sales Manipulator Good morning! Do you see the job of a salesperson to manipulate? I heard that word recently in a coaching call and it bothered me greatly. I remember a conversation years ago I had with my mom and I talked to her about the difference between that and motivating,
4 Chunks of Selling Time Left Good morning! Every once in a while, I crank out either a sales tip or a blog that might seem repetitive to frequent readers. I’m not being lazy. It’s just that the calendar lines up perfectly sometimes and I think there is value in making a salient point a second
That Time Production Failed You Good morning! Your phone rings. It’s an internal call from your CSR and it does not start well when you pick up: “You are not going to be happy.” The first order for that new client— the one that took you 18 months to land— has blown up on press and is
Everything in Sales Is Finite Good morning! You’re going to find this hard to believe or, depending on the how well you know me, this will make total sense to you: I came up with the idea for the sales tip while the sound of the dentists drill permeated the air yesterday