About eight years ago, a car dealer in my home town of Portland decided to open up on Christmas Day. THREE SALES ON THE “WORST SALES DAY OF THE YEAR” The dealer was on pace to hit his December number, but it was going to be close. So he came into the store on Christmas […]
How good are you at presenting in front of a group? Are you sure? During my days as an account executive, my radio station did a trade deal with a public speaking trainer. Our team spent a full day working on presentation skills. As part of the exercise, the trainer had each salesperson stand in […]
Seth Godin recently cleared up a years-old mystery for me. Greg, The Relentless Nibbler Greg was an advertising agency client when I sold radio. Two or three times a year, he would send me an RFP, I’d respond, and we’d work out a deal. He was a tough negotiator, but he was fair — until […]
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 […]
