092908 Overcoming Objectiones
In which we are reminded that “overcoming objections” is not consistent with collaborative, partnership, trustworthy selling. Read more »
092208 Establishing Rapport – The Letter
In which we are reminded that five spoonfuls of sugar before the medicine is better than one. My mother’s brother, Jack, was a banker. Let me rephrase that. A Banker. Capital “B.” Born in the early 1900s in England, on the wrong side of the class divide, he rose to become branch manager of a … Read more »
091508 Tailored Approach
In which we learn to open communications with prospects using something THEY are interested in. So, my first child is at college now. First year. Good news and bad news. I haven’t heard from him much. He doesn’t return my phone calls. Doesn’t reply to my text messages. Doesn’t write back when I email him. … Read more »
090808 Finding Your Fit
In which we are reminded that not every prospect is worth our full attention. When I heard Al Hirt (jazz trumpet player popular in the 1950s and 1960s) play the song, "I Can’t Get Started," as a 10 year old, I fell in love with that song and the horn. Read more »
090108 How Quickly We Forget
In which we are reminded to mind our prospects and clients why they wanted to talk to us in the first place. Remember the line, "When you’re up to your a** in alligators, it’s easy to forget the objective was to drain the swamp"? Early one morning last week, I began reading a proposal we … Read more »
082508 Main Gates
In which we consider approach prospects from side entrances rather than the main gates. My daughter and twenty three of her well behaved teenaged friends accompanied by two normal-looking middle-aged, female adult chaperones approached the main entrance of a well known, high end department store. Read more »
081808 Now It’s Garbage
In which we urge quality over volume in prospecting approaches. In the 1968 movie, "The Odd Couple," Walter Mathau plays Oscar, a slovenly sportswriter, and Jack Lemmon plays Felix, his neurotic, obsessive compulsive friend who moves in with Oscar after Felix’s divorce. The two don’t fit well together, Read more »
Tips
In which we make the case for more practicing with objections. When I was 9, 10, and 11 years old, I played Little League baseball. I was on the Bisons. Black hats and black socks with itchy white pants and shirts. I played first base and center field. Hours and hours of practice chasing down … Read more »
080408 Making A Whole Pie
In which we discuss planning call capacity to achieve sales goals. Ever feel out of balance during your sales year? Not quite sure how it’s all going to work out? “It’s like a pie,” Tim-the-barber-shop owner said. “Pieces in a pie." Read more »
View from Inside
I received a prospecting phone call from a telephone service company last week. The guy made a solid “results” approach, offering to reduce our telephone costs 20% to 40%. While that sounded attractive, I told him we are locked into a contract with our phone company. He said, “OK, thanks” and terminated the call. I … Read more »
We Are Seriously Social.