Yesterday I sat with an aspiring young professional who wanted to know the formula for breaking into a great job. I asked him what he thought of his current one. He said it was okay but that he didn’t see a ton of opportunity to grow. I then asked what he was doing to show [...]
What Will Be Written About Us Yesterday morning, my 12-year-old son Jake needed to use my computer to print out a school report. Of course, he waited until five minutes before his ride to school to do what should have been done the night before. After scrambling to get the printer to work, he finally [...]
…Tips to Getting the Call Back Are you tired of leaving voicemails for prospects that don’t get returned? Well it’s official. You’re human! In fact, studies show that prospects only return between 5-10% of all voicemails left. So the first question may be, “Should I even leave a voicemail?” And the answer is, “Yes!” But [...]
“Thanksgiving Day is a jewel, to set in the hearts of honest men; but be careful that you do not take the day, and leave out the gratitude.” E.P. Powell Think about how you will feel at the end of this workday and head into a great Thanksgiving weekend. Something is happening to you right [...]
This week while skimming the radio channels, it hit me. According to one radio station, it was about time I start dreaming of a White Christmas. What? Isn’t it still November? Now there is a time and a place for everything but here we are, still a week BEFORE Thanksgiving, and Christmas music still doesn’t [...]
If I gave you an address and told you to go there, what would be the first thing you would do? These days, most of us would simply punch in the address into our iPhone, Android, or Blackberry, and then do what we were told. Or at very least, pull out the computer, go to [...]
This week I was given the job for the day as CLHO (Chief Library Helping Officer) at my five-year-old daughter’s school. After completely screwing up scanning books in and out of the “system,” and getting countless dirty looks from the Mrs. Crabapple, I settled into my chair. Mrs. Crabapple grabbed a book, told the kids [...]
Is your company or product too good to be true? When you deliver your sales presentation, do you talk about all the benefits and hide from areas you fall short? Next time as you deliver your benefits, tell the customer about an area or two where you are NOT perfect. Why? Because your prospect will [...]
(Managers Exclusive) In the mid 90s the company I worked for asked me and two other associates to put together a new sales training program to be rolled out to the entire organization. I believed in the material in this program and felt that it was vital to the continued success of the company. After [...]
Salespeople have been taught for generations that their job is to find the prospect’s pain and then provide a solution. But what happens when the prospect has no pain? Does that mean you can’t sell to them? The answer is…NO! For example, last week I planned on placing a product order from a company I [...]
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