What do you say when they say they’re just looking? I spoke recently to a group of Portland business owners and entrepreneurs at the Katie Kelley Networks Fall Soiree. In the audience was a jewelry retailer who asked the “just looking” question. Here’s how I answered it (video link here if you’re getting this by […]

If you’re a buyer, there’s nothing worse than an unprepared salesperson wasting your time. So why do so many sellers still walk in completely unprepared? It used to be that information was hard to come by, and customers were willing to answer even the most basic questions. In 2014, customers know that you can get […]

Dirty Harry Teaches Sales to Reluctant Salespeople — a scene from 1973’s “Magnum Force”, featuring Inspector Harry Callahan (Clint Eastwood) and a woman named Sunny who lives in his apartment building: Sunny: [as Harry walks by to his apartment] Hi! Harry Callahan: Oh, hi… what’s your name? Sunny: Sunny. You know, I’ve been living here […]