A Sales Rep at Rest In mid-January of this year, I did something I hadn’t done in nearly a year: I worked out at a gym. No, it’s not newsworthy or even Twitter-worthy. No, I didn’t take any “before” pictures (it’s not that bad). Still, if I was still on that useless time-suck Facebook, I […]
Feb. 18: Sales Intonation
Sales Intonation Good morning! Suppose you were talking to a friend who had just seen a movie that you are considering dropping 10 bucks on and you asked, “How was it?” I think you’d agree there is a huge difference between hearing “It was good” in an enthusiastic tone versus hearing “It was good” monotone. […]
Feb. 12: For Love of the Sale
For Love of the Sale Do you love what you do? When I was 18 years old my older brother, Andy, gave me some great advice during my freshman year at the University of Massachusetts/Amherst. He said, “Find something you love to do and choose that as your career path.” 40 years later, my love […]
Feb. 11: Bad Sales Rep
Bad Sales Rep Good morning! A couple of weeks ago, I mentioned attending a Home Show (January 29 blog, I believe). The piece was about connecting the visual with the perceived quality of the work to be done. Unappealing or “low bid” trade booth graphics do not translate into customer confidence when dropping five figures […]
Feb. 5: Follow Up
A One Question Survey Follows This Blog Consumers are no strangers to the post-service survey. An email arrives after the fact requesting a few minutes of your time to answer a few “scale of 1-5”-type questions about how things went. While a good idea, I always have the feeling that no one is paying attention […]
