Examining and Eliminating Excuses

I (Doug) have always been a fan of the TV series, The Middle. I remember one episode when after returning home from a shopping trip, Frankie told the salesperson she would “think about it.” Brick asked his mom when they would be going back to get the item they had...

Why Do Prospects Tell Me NO?

About five years ago my wife and I were watching TV when a commercial appeared for a brand-name water filtering system where not one word was spoken. In pantomime fashion, a guy poured like amounts of red wine into two containers of water and then ran them through...

Objection Fallback Responses

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...

Deal Appeal

As a typical everyday consumer, you may have trouble routinely determining the price of many products and services purchased in today’s economy. It’s becoming increasingly difficult to determine whether you’re getting ripped off, so most people really dislike...

Pesky Pillars of Premium Priced Products

An acquaintance of mine with a similar work background told me that recently he and his wife were shopping for a graduation gift. They found an attractive ladies’ watch and decided to buy it. After telling the store salesperson they wanted the watch, the clerk...

Don’t be a Schmuck, Get Unstuck

Jennifer Calfas, a reporter for Time Magazine, wrote the following on April 3, 2018: Immersed 11 feet underground in Los Angeles’s sewer pipeline system, 13-year-old Jesse Hernandez prayed he would survive. “I was just praying to God to help me and to not die,”...