Why Rebuff Resigning Employees?

by | Jun 24, 2019 | Sales Management

Recently I read a statement from an employer who lost a solid employee. Here’s the gist: My employee RESIGNED. He got a great opportunity elsewhere. Here is what I told him: “Know this, I will miss you, tremendously. It is not just your talents, it is also your...

“Multiply” Your Market Leads

by | Jun 17, 2019 | Prospecting

“He who see most, make most” (Chinese proverb), so let’s multiply your market leads. Calling all blue collar services salespeople! Whether you sell HVAC, security systems, termite/pest control, replacement windows, whatever; you are in peak market lead season....

Listen with the Third Ear!

by | Jun 10, 2019 | Sales Basics

What does it mean to listen with the third ear? Somebody shared with me the saga of a salesperson who was canvassing a middle-class neighborhood one day. She was hoping to talk to residents about a new product she was introducing. As she approached one home a young...

Objection Fallback Responses

by | Jun 3, 2019 | Roadblocks

Ron Carlson, ex-professor at Cal-Irvine and short story writer, gave an interesting talk to a group of people one day. He asked this group to recall when they first hit adulthood. What did they think their lives would be like and what was their Plan A at that time? He...