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
June 29: Save Time, Not Money
Save Time, Not Money Need sales? My weekly coaching ain’t cheap, just effective: “A little over $225,000 of new business in my first year at this, thanks to you.” --Print Franchise Owner Good morning! Many, many years ago I posted a question on a Buyer’s LinkedIn group page: “Why
June 22: A New Comeback to the “Got a Vendor Already” Objection
A New Comeback to the “Got a Vendor Already” Objection Good morning! Need sales? Bill’s weekly coaching ain’t cheap, just effective: “My boss just told me I’ve sold $50-60,000 in wide format since we started working together three months ago!” Need sales? My weekly coaching ain’t cheap,
June 15: Script or No Script?
Script or No Script? Good morning! High on the list of the more frequently asked coaching questions is, “Should I use a script?” For this, I have two answers, the upside and the downside: Answer #1: The Upside The upside of using a script is control. By writing it down and referring to
June 8: Selling Into Uncertainty
Selling Into Uncertainty Good morning! If you had to sum up the mood of business today in one word, what would you say? Fearful? Anxious? Mine would be this: Uncertain. As things get going again, what’s going to happen next is anyone’s guess. Pick a topic. No one knows anything
June 1: Why You Need Burger King
Why You Need Burger King Good morning! Over the years of doing what I do, some crazy things have happened. This was one of the crazier… It had to be 25 years ago now. The print world was starting to realize this digital print thing is real, but the landscape was only occupied by early
May 25: Make Messy the Exception
Make Messy the Exception Good morning! As I am scripting this video sales tip, an imperfect world surrounds me. It’s been a couple of days since I’ve shaved. Since I’m playing pickle ball later today, I didn’t take a shower and I am wearing a hat. Outside my office, machinery is shredding
May 18: Sell From Home Tip #1
Sell From Home Tip #1 Selling from Home, Tip #1 No one is really sure what things will look like when the world starts spinning again. For example, will salespeople work from home or head back to the office? For some of us— myself included— the coronavirus crisis has changed very little of