My phone rang at precisely 9:45 am on Tuesday, much as it had for the last 11 Tuesdays. The caller ID confirmed my feeling that it was the same dude, same message, but in his defense, it was a different Tuesday. I let it go into voice mail and prepared myself for the second wave … continue reading »
One warning about today’s post . . . Don’t even think about dismissing it as “basic”. I’m willing to bet there are many of you who aren’t doing these things. 1) You Need To Get Results For Your Client! I know “Duh Paul” but riddle me this, when was the last time you asked your … continue reading »
Many years ago I watched a great Jedi Master wow his customers, go to bat for them and provide a wonderful living for his family. He knew the names of all his customer’s secretaries (this was before the birth of admins) and he took a personal interest in each of their lives. He knew kids … continue reading »
A while back, I did some consulting for someone who owned an ad agency. One day, we were having a discussion about ad copy when he told me something that hit home. “Good copy, gently leads the right people by the hand, to take action, while shooing away the wrong people” I’m wondering if we … continue reading »
Sometimes we get a tad clingy when it comes to our habits. We just keep doing the same things over and over and yet . . . We kid ourselves into thinking that things will get better or We decide “not to deal” with things because the truth hurts. On December 31st you counted down … continue reading »
As many of you know, I’m a big advocate of giving, upfront, unconditionally and without a scorecard but its important that you know that it can get complicated at times. Here are 3 things for you to ponder when it comes to “free” 1) Sometimes (and please note that I said “sometimes”) you need something between … continue reading »
I went to Starbucks the other day to get some work done and to grow my hair back via large doses of caffeine. Low and behold I come across two “Pacers” on their cell phone. Time Out . . . I bet you don’t know what a “Pacer” is. A “Pacer” is someone who walks … continue reading »
I’m not a fan of using phone scripts. While I understand the need in terms of delivering the right message, preparedness etc, they usually sound like a script. Also, since they’re often written in “marketing speak” and at a minimum, NOT in each individual sales person’s unique voice, they execute poorly. And yes, there’re some … continue reading »
When you read that title did you have a flashback to that scene in “Tommy Boy” when Tommy who was quite a large dude, puts on Richard’s (who was quite the skinny dude) coat and starts singing “Fat guy in a little coat” and then accidentally rips the jacket. It’s a funny scene but not … continue reading »
At some point, after repeated attempts to either an actual prospect or a suspect, many sales reps struggle with the age old question of “should I move on and just call it a day?” And if we’re being completely honest, some of us don’t even ask that question because our ego says “Screw them if … continue reading »
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