During a trip to Florida a while back, my wife sent me to a McDonald’s with a simple set of instructions: return to the hotel with three Egg McMuffins and three orders of hash browns. I walked up to the counter to place my order. Me: Three Egg McMuffins and three orders of hash browns, please. Woman at […]
How many sales opportunities do you miss without knowing you missed them? Matt Sunshine of the Center for Sales Strategy recently wrote about a salesperson whose email signature cost her the chance at an RFP: It was a short turnaround situation, the client told her, and when the client looked for Debbie’s phone number in […]
20% of your account list is going to disappear every year no matter how good you are. So you’ve got to be looking for new business every single day.” That information was given to me by an experienced radio salesperson when I was a rookie Account Executive a long time ago. I’ve never seen the […]
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 […]
