Confirming Communication Cues

While riding with a sales rep one day during some free style drop-in prospecting visits, I decided to turn our time together into a teachable moment. Upon leaving the office, I told the guy when we stopped for lunch that day he should expect me to administer a pop...

Calling All Superheroes

Who hasn’t watched Miracle on 34th Street at least once during the Christmas season? Here’s the quick and dirty…Kris Kringle was indignant to find that the person assigned to play Santa at Macy’s was intoxicated. When Kris complains to the event director, she fires...

Turn Phone Complaints into Phone Sales

Having been married for well over 30 years, I live by the mantra that “I don’t care about being right, I want to be happy.” And I know that when my honey isn’t happy, nobody is happy at our house! Although it sounds crazy, when handling customer issues, the perception...

21 Mind-Blowing Commercial Sales Stats

Today I’m reprinting a very interesting article by Brian Williams, PhD in conjunction with Brevet Advisors, LLC. Whether you are a sales rookie or an experienced veteran, these interesting commercial sales stats should inspire you to make improvements in the way you...