You never know what happened right before the meeting started. What seems like rudeness might have another explanation. A few weeks ago I was presenting to a law firm. Five people from the firm had been at the first meeting, and four were to be at the follow-up meeting. Three of them arrived on time, but […]
A sales presentation is like a circus. You need to control the show. We were doing a needs analysis at an auto dealership in the southeast. The meeting was at the store, in the dealership General Manager’s office; the General Manager wanted us to know that he was in charge. As the station AE, sales […]
In the dark ages, we had a Rolodex. It was stuffed with business cards, which we collected everywhere we could. When we had time, we entered the contact information manually into our computers. Automation has come to this process, and smart salespeople use it. For several years, I had two tools the got the […]
The results of my 2015 Reader Survey point to an opportunity for the veterans among my readership to help the young ones. First, a few numbers: Not surprisingly, most of my readers work in media. The biggest pieces: 40.7% in TV, 29.6% in radio. About half – 48.1% – are salespeople/account executives. Another 25.9% are […]
Have you ever been blindsided during a presentation? Every now and then you can lose a sure-thing sale because of something that – it seems in hindsight – you really, really should have known about. About six years ago I presented an advertising plan to a dentist in Montana. I had met with him a couple of weeks before, and […]
