Please Call Your Voice Mail. Now.

Yes, Your Own Voice Mail

Here are three salespeoples’ outgoing voice mail greetings I encountered on Tuesday, June 13. Names and numbers have been changed to protect people who should know better: “The person you are trying to reach is not available. Please leave a message after the tone.” Delivered by an automated voice.  “You have reached five, oh, three, […]

salespeople should fix their phone greetings

How to Manufacture Sales From Manufactured Holidays

I’m sorry to report that somehow, you missed National Hug a Plumber Day on April 25.  Don’t worry.  There are many other holidays you can celebrate…and profit from. Hug a Plumber Day is one of thousands of “holidays” declared by corporations, civic organizations and individuals looking for a little extra attention. They are often covered by media […]

Salespeople can celebrate holidays like hug a plumber day

How to Recover From a Massive Screwup

Lessons for Salespeople from the United Airlines Debacle

Something bad is going to happen. Maybe not today, or tomorrow, or next week. But if you sell advertising for a significant length of time, somebody will screw up and you’ll have to clean up the mess. The dust has finally settled on the United Airlines “doctor dragged off the plane” affair of April 2017. […]

salespeople have to mop up the mess

How to Handle a Client Who Won’t Listen

I wish advertisers always accepted my advice and did what I told them. Alas. There are some furniture store owners and auto dealers who think they know more about advertising than I do. Sometimes they’re right. But not often. I once considered telling a funeral director that I’d let him embalm the bodies as long as he […]

sales tip: sometimes the client won't listen

Sales Book Review: The Perfect Close by James Muir

The very first piece of advice James Muir gives is one you shouldn’t follow. In the introduction to The Perfect Close: The Secret To Closing Sales – The Best Selling Practices & Techniques For Closing The Deal, James Muir invites the reader to skip to Chapter 12. That’s where he reveals the two-question technique that […]

An excellent sales book -- The Perfect Close