Being Square

July 23, 2012

I don’t carry a lot of cash. I carry plastic. My clients carry plastic. I mean, unless you’ve stopped at some “cash only” mom and pop business along a rural road 100 miles from an Internet connection, most businesses in America take credit cards. More and more of sales everywhere, including soda and snack machines, […]

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Be Prepared

July 18, 2012

I seem to be returning more calls than usual these days. Everyone from the carpet people to politicians, to people trying to sell me stuff, to people wanting to buy things from me. Most leave their name and their company number, which makes it easy for me to know who they are, but not so […]

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Doing is Learning

July 6, 2012

Most of us experience giving a car with a dead battery a “jump” by watching someone else do it. We watch our mother (or father) cook. We sit in class for 12 years and nod while teachers explain all kinds of things. When we start a sales job we watch others go through their presentation […]

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Happy 4th of July!

July 4, 2012

I wish for you a wonderful holiday. The lovely Joann and I are headed to the North Coast (Erie, PA) for a vacation, a wedding celebration for my daughter and son-in-law, and a reunion with most of my family. While the thought of the seven hour drive are cringe worthy, I expect that the fun […]

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No Job, or Sale, Too Small

July 3, 2012

The old man was dressed kind of scruffy. His shoes were worn-down and heavily stained with grass. He came into the hardware store and ambled around for 10 minutes before the clerk helping me noticed no one else was helping him. He excused himself and said, “Sir, I’ll be right with you as soon as […]

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Simplify It

June 29, 2012

  Remember when you only had three television channels to watch? Maybe not. Maybe your world has always involved choosing from among 7,000 movies and television or cable shows. I’m dating myself, but I remember when there were only two kinds of portable cell phones to choose from and both weighed five pounds and only […]

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Act As Though They Said “Yes,”

June 28, 2012

I know some salespeople have a mantra of “Always be closing.” I don’t, by the way, and I think you’re making a huge mistake if you believe that’s how to sell. Think about this. What might happen if you change your mindset to “Always be helping”? Always be helping is another way of working on […]

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It’s New to Them

June 26, 2012

You’ve rehearsed your presentation a hundred times. Okay, maybe two or three hundred times. You can rattle it off in your sleep. You know it cold. The thing is, your potential customer doesn’t. He or she hasn’t heard it before. They have questions. If they’re an introvert they need to process those questions in their heads, […]

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Positive Profiling

June 22, 2012

I have a friend who used to be a police officer, then a Private Investigator. She’s female so I think she’s naturally attuned to what people are wearing, how they move, how they act, when they’re lying. I see shoes; she sees the brand, cost and fashion sense. When OJ Simpson was on trial and […]

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When Buying is Painful

June 21, 2012

I like to spend money. Who doesn’t? But I can be a real tightwad at times too. We all can. Of course one man’s tightwad is another man’s frugal. It’s all a matter of how much you have to spend. When you’re trying to get a customer who hates to spend money, even when they’re […]

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