A GPS to Navigate Gatekeepers

One gatekeeper I heard about really prepared for salespeople by inventing a fictitious director and going so far as setting him up a fictitious voice mail account. Whenever a salesperson would call and ask, “Who is in charge of…,” the gatekeeper would name Mr....

I’m Getting Other Estimates – Part 2

I left you hanging at the end of last week’s post by suggesting that you ask to be last when prospects tell you they will be getting other estimates, so let’s jump right back in there where we left off. In the free-enterprise system, homeowners determine acceptable...

I’m Getting Other Estimates – Part I

Listen to the frustration in the voice of this actual homeowner: “Last week we had a plumbing issue so I called four different companies to get estimates. I called four because it was a BIG deal with dookie floating in the front yard. Our worst guess was that the...

You Miss Every Shot You Don’t Take

A few years ago, a sales manager asked me to motivate a rep who needed to increase the average size of his sales. This guy was a B2B seller in a group where the average sale was about $2K, which was darned close to the team’s budgeted number; but this particular rep...

People Buy You … and Pain Killers

While walking down a deserted Mexican beach at sunset, a fellow saw another man in the distance. Growing nearer, he noticed this man kept bending over, picking something up, and throwing it into the ocean. When close enough, he noticed the man was picking up starfish...