One Degree, One Question

You may remember Snowmaggedon, the serious winter storm in late January 2014 which left about two inches of snow covering the Carolinas, Georgia and Alabama, slamming Atlanta particularly hard. The storm, which killed at least seven people, swept over a region of...

Know Before You Go

Those of you who are outside salespeople, especially in a services industry, are thankful that spring has arrived and with it an uptick in sales leads. Readers of this newsletter will quickly be reminded and realize the need for asking questions to vet these market...

Short on Ears and Long on Mouth?

Today I want to share part of a story from a financial newsletter I follow, and this particular narrative has a lot of relevance for all salespeople, regardless of industry. I’ve changed the names to protect privacy and am highlighting in bold specific things you...

A Deeper Dive into Value…

You conducted your typical complete inspection and assessment. You gave a solid presentation and proposal and the homeowners smiled a lot and seemed to like you. When you finished they told you they needed to think everything through and that they would get back to...

Do Your Prospects Want to Spend the Least?

As I (Doug) started my new role as a corporate sales trainer for a national company back in 1996, I well remember the philosophy that was to be imparted to all new sales employees. It was critical for me to stress that the services these folks were being trained to...
Don’t Paralyze Your Prospects

Don’t Paralyze Your Prospects

Photo credit-j2-solutions.com I (Doug) am a meat and potatoes guy, and always have been. Beginning in the mid-1960’s when the first Arby’s opened in Louisville where I grew up, I developed a crush on Arby’s Big Roast Beef Sandwiches. I’ve eaten a multitude of them...