Making Assertive Statements Assuming they receive any training at all, my belief is car salespeople are taught to “talk up” the car a potential customer is interested in, making such statements as, “She’s a beauty” or “You look like you belong in this car.” There’s probably some psychology behind it, like they are reaffirming the […]
Aug 13: You Don’t Get to Talk to Me Like That
You Don’t Get to Talk to Me Like That If you haven’t had the proverbial door slammed in your face (read: “Not interested!” Click!), you haven’t been selling long enough. Sooner or later, you will run across someone who is not just unwilling to speak with you but they’re mean—or worse— rude about it. We’ve […]
Aug 6: You Have Hit the Lottery
You Have Hit the Lottery My son-in-law, Bryan, was recently inducted into the electricians’ union in Boston (IBEW local 103, thank you very much). My wife and I, along with my daughter and Bryan’s mother, attended the ceremony. It was impressive. Very impressive. In front of 450 new union members sat five men in suits. […]
July 30: How to Respond to a Negative Review
How to Respond to a Negative Review In last week’s blog post, I told the story of my daughter’s wedding and the multiple gaffes made by the DJ. I finished the piece by indicating that I would be writing an unflattering Google review. I did. But that’s not the end of the story. Now, I […]
July 23: The Trouble with Familiarity
The Trouble with Familiarity My daughter, Emma, was married a couple of Fridays ago. As time goes by, we will remember the joy and beauty of the day, how the two brides stood proudly in front of friends and family and declared their vows to each other. We will remember the venue, the Farmers Market […]
July 16: Here’s How It’s Going
Here’s How It’s Going Too often, when I start a conversation with a weekly coaching client, the question, “How’s it going?” gets answered with a string of results-based numbers. It goes something like this: “Things were slow last month but have picked up of late. I expect a record month this month and am already […]
July 9: Frivolous Summer Prospecting Activity
Frivolous Summer Prospecting Activity I included this advice in a Short Attention Sales Tip a few weeks ago, but I want to repeat it here as I really think it’s got merit… The idea is simply this: Call 3 to 5 random people on the phone each week all summer long. Back story: Funerals for […]
July 2: Huge Opportunity. Simple Start.
Huge Opportunity. Simple Start. Imagine scoring a big fish account, all because you answer the phone quickly. That’s what Sheri has going on right now. An account with huge potential is overwhelming them with work (nice problem to have, eh?) at the moment, and there is no shortage of possibilities. Why? That’s what I asked […]