Responding To Grumpy Buyers

If you are like me I’ll bet you too have encountered buyers whose attitudes and behaviors were as confusing as the preacher who gave a sermon on tithing, and then the music guy ended the service by having everybody sing, Jesus Paid It All. Although it’s next to...

Risking Sales Rejection

Following is an actual rejection letter sent to a novelist who submitted a manuscript in hopes of being published. I have removed all names for privacy. Dear Bad Writer, Unfortunately it falls to me to inform you that (publisher name) will not be publishing your novel...

Presentation Transformation

One of my clients compiled the assessment/proposal template shown below for a prospect he was working with. I think it is a good tool to use when presenting a proposal, using different colors in an easy to read semi-graphical format. This client happens to be in the...

A Couple Thousand Golf Balls

One of the best examples of endurance I can think of is the most successful international golfer of all time; South African Gary Player. He is the only golfer to win the British Open in three different decades and the oldest player to make the cut at The Masters (1998...