It was the summer of ’92 and I found myself in a meeting with a “consultant”. A consultant who would still suck even if Santa brought her mad skills for Christmas! The worse part was everyone in the meeting understood that . . . except the consultant. She was using every cliché in the book … continue reading »
Ah the ancient sales ritual of hemming and hawing (aka pissing and moaning) about the prospect who isn’t calling us back. Unfortunately I’ve been there many times and it definitely isn’t fun, but I’m just curious Why do we act so shocked and even offended when we don’t get the call back? Are they bound … continue reading »
How many times have you met someone for the first time, who rattled through their name so fast, you had no idea of what they just said? If you are like most people, you may or may not ask them to repeat their name once, but would you do it twice or as many times … continue reading »
It’s time to cover one of the most misunderstood ingredients in the sales process . . . Rapport! I say “misunderstood” because while we all agree that people buy from people they like and trust, we tend to over simplify the process. Example: “I look around the prospect’s office for pictures, trophies etc and find … continue reading »
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