Not long ago, I took a “no” from a client who should have said “yes”. I didn’t react well. That weekend, I spent a lot of time stewing about the effort I’d put in, the difficulty of communicating with the decision-maker through a third party, and my firm belief that if he’d had the guts […]
Sometimes the least efficient forms of communication have the most powerful effect. Personal Interaction Sales Skills Lesson 1 My Toastmasters club meets every Saturday morning. Every Saturday morning there are three speeches, and a club member evaluates each one. The roles are assigned in advance. Every now and then the meeting organizer has to […]
There’s nothing complicated about media sales. To paraphrase author Dan Jenkins (who was writing about baseball), if sales was half as complicated as some trainers try to make it, most of us couldn’t sell. Sales skills can be taught. But what separates the best and most successful salespeople from the mediocre isn’t skill level — it’s […]
Is anyone still paying attention? A while back, I met with the Marketing Director of a home improvement company in Texas. The company had been around for two decades. For most of that time, they’d had great success with an image campaign. Sales had been good, and customers mentioned how much they liked the commercials […]
On a recent Tuesday morning I met with an insurance company executive who had a gripe to share. I told your competitor a month ago that I wanted a weather sponsorship without commercials. Just 5 seconds that says, “This weather report is brought to you by [name of the agency].” I didn’t want any commercials — just the mentions. He […]
