There was an interesting study conducted by Nancy Rothbard from the Wharton School at the University of Pennsylvania and Steffanie Wilk from the Fisher College of Business at Ohio State University. They studied customer service representatives working in an insurance company’s call center. Here’s how Nancy Rothbard describes the findings; “In our study, “Waking Up On The Right Or … continue reading »
You call up a prospect and they tell you “Thanks, but no thanks!”. You come back with your most compelling comeback and it’s still . . . “Thanks, but no thanks!” What happens in your world after that? Do you continue to call them? How often? And if you do continue to call after that … continue reading »
When it comes to pursuing a prospect, I see lots people who give up way too early and you know what . . . I also see lots of people hanging on way too long. Truth be told, I see both sides of this one because on one hand we don’t want to just give … continue reading »
It’s the call none of us like to get. Yep, I’m talking about “That Call” . . . the one where you find out that you lost the deal! And yes, those calls totally suck . . . like a groin kick to both the wallet and the ego. But now what? It’s now a … continue reading »
This is a guest post from my friend Marcus Sheridan Yep, it’s official, Rejection sucks. I know, I know, they say we should just get used to it. But is it really that easy? Heck, for some of us, rejection starts when we’re young. Take Uncle P’ for example. That poor guy still can’t seem … continue reading »
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