An Iowa waitress taught me the value of frequency. It was a Monday morning in a Cedar Rapids hotel. I was in town to work with a group of TV station salespeople. I went down to the hotel restaurant for breakfast. I don’t always eat properly on the road, but I can usually get in […]
Little things mean a lot when you’re trying to persuade. Not long ago I met with the administrator of a nursing home and rehabilitation center on the East Coast. The center had received some very bad publicity over the previous year after failing several state inspections. During our meeting, the administrator told me that […]
When the spring sunlight shines on your account list, what do you see? If your list is cluttered with junk, it may be time to clean some of the bad stuff out. If you’ve been at this for more than a year, you’ve got some junk in your sales trunk. Clients who love to pick […]
There’s an old joke about a man who beseeches God: “Please let me win the lottery”. Photo by Bacho Foto/dpc He goes through all his troubles — business failures, medical problems, the loss of his house and car. Again and again he begs for God’s help in winning the lottery. Finally, God speaks: “Joe, meet […]
The great thing about sales is that there are lessons every day. Sometimes they’re new ones, and sometimes they’re painful reminders of lessons we’ve forgotten. In the past six years as a consultant and sales trainer, I’ve met with about 1200 business owners and managers all over the United States. Because I’m not “the salesman” […]
