What do you do when the prospect says, “Just drop by some time”? A television salesperson in the Southeast told me not long ago that she had two big struggles: Getting potential customers to meet with her, and Time management As we talked, it became clear that these two issues were intertwined. I asked me […]
How often do you show up for meetings “a few minutes late”? Those “few minutes” are damaging your reputation and costing you money. – Photo by fotofabrika/dpc A while back in this space I listed three sales resolutions you could make to increase sales in the new year. Here’s one more sales resolution: Be on time. Every […]
At a recent holiday gathering, a group of us landed on the subject of the Shmoo, and how it relates to advertising sales in 2016. Card The Shmoo was a character in the 1940s and 1950s comic strip Li’l Abner. It’s a little hard to explain, but here’s a description from the Wikipedia entry on the […]
I’d love to say that clients always accept my advice and do exactly what I tell them. 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. Let’s make a deal. If you don’t tell me how to write your […]
Over the next two weeks, many of your competitors will be coming in late, leaving early, and socializing while they’re “working”. You can do better. As Anthony Caliendo, author of The Sales Assassin: Master Your Black Belt In Sales, points out, Business and generating income can’t just stop for the holidays, and salespeople (especially those on commission) […]
