Whats Wrong With This Picture

This is a true story. My wife and I (Doug) had a down-sized home built in a small adult/retirement community in the town where our kids and grandkids live about a year and a half ago. We like it, but if you’ve ever dealt with a builder you know the term “builder’s...

A Liar Needs a Good Memory

One morning the manager strolled into the sales room and just stood there with his arms crossed. One by one the reps began to take notice of him and eventually all of them stopped what they were doing and looked in the boss’s direction. The manager looked directly at...

Problematic Presentation Performances

Salespeople are trained to convey facts about what they sell, and they are commonly referred to as “cold” and “hard”, but they are neither. Certainly facts have their place but they don’t evoke emotion in buyers. You will be more successful in moving prospects and...

“See Me” Letters

Maybe everybody DOESN’T love Raymond. From the letter below I realize he is still young, but you think he may be a bit presumptive in his approach toward Mr. Dockery? That said I’d rather see folks be proactive and do something than sit around sucking their thumbs and...

Should I Stay Or Should I Go?

Most sales people do a lousy job of deflecting negativity and take things personally all too often. As social creatures of the marketplace, they are at least partially defined by the relationships they establish. A portion of those people are known quite well and are...