Recession Buster week continues on The Sales Playbook There are two different sections of handling a price objection (or any objection for the matter) 1) What you should have done to make it an objection resistant relationship. We aint going there today. Why? Because barring a time machine it won’t help get you out of … continue reading »
This week is Recession Buster week on The Sales Playbook! You can expect a ton of ideas on how you can move beyond surviving and start thriving in these challenging times! Today’s content is in the form of creative door openers. If all you are doing is “smiling and dialing”, think again sista, cause your … continue reading »
Let’s take a quick break from the virtual world and visit the real world for a moment, shall we? Would you ever go into a room, get everyone’s attention, start a conversation (that gets the room involved) and then boogie the hell out of the room; never to return? Kind of wacky when you think … continue reading »
I’ve never been a big fan of the term “closing”. Perhaps it’s because I feel like I’m talking at someone using some 1970’s line that went out with the leisure suit. We’ve all been force-fed the old adage that we should utilize the “ABCs” (Always Be Closing). Personally, I think that philosophy makes the recipient … continue reading »
Let’s face it, most Sales Meetings suck! Many of them have way too much administrative minutia, are easily hijacked by someone going off on a tangent, perhaps a brag fest from the veteran who you need to continually make a note to give a damn about. Part bitch fest, beat up session and perhaps some … continue reading »
Dr Edward Hallowell, author of the time management book Crazy Busy, has a term he calls E.M.V. E.M.V. stands for Email Voice and its that monotone, death like tone one’s voice takes on when it becomes apparent they are checking email while they are talking to you on the phone. You can usually spot it … continue reading »
What do you think about when you are heading to work? Racing to your appointments? Going to that power lunch? Who knows? Who cares? I can tell you what most of us aren’t thinking about . . . the money we pass on our way to chase money! Kind of ironic when you think about … continue reading »
Today’s message is short and sweet. Check out my new YouTube Video “Body Armor For The Recession”. It’s designed to give you some Monday morning inspiration and help you get some new perspective on these challenging times. Make sure your speakers are cranked. The sound doesn’t kick in until around the 7th slide or so. … continue reading »
Amazing story sent to me by my brother Michael Castain! In 1972, Joe Miller was on holiday in Kenya after graduating from Tulsa Junior College .On a hike through the bush, he came across a young bull elephant standing with one leg raised in the air. The elephant seemed distressed, so Joe approached it very … 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 »
I look forward to hearing from you!
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