Ghosted by Sales Prospects?

How often do prospects go dark on you? It certainly happens to the best of us. I’ll bet everyone who reads this post can think of at least a few prospects or clients that have gone dark and you have no idea why. Maybe you’ve done a lot; provided info, completed a...

Follow the Yellow Brick Road…

♪ Follow the yellow brick road. ♫ Follow, follow, follow, follow; follow the yellow brick road. I would find it hard to believe there is anyone who is not familiar with the Wizard of Oz. In this classic 1939 movie, a tornado transports Dorothy from her home in Kansas...

First Impressions

Today let’s talk about first impressions. It was Yogi Berra who said, “You can observe a lot by just watching.” And when you are selling, rest assured, you are constantly being watched. All my life I have heard the phrase, you never get a second chance to make a good...

Do You Like Me, Yes or No? – Choose One

Up until that particular day in Mrs. Barnes 5th grade class, I really hadn’t paid much attention to girls, but that all changed that late October afternoon. I was sitting in my school desk, daydreaming, when I happened to look to my right and for the first time...

If You’re Not Selling…

Several months ago I wrote a post about technician selling and received many favorable comments, telling me a lot of subscribers are either service managers or business owners who realize how critical tech sales are in blue collar businesses. This week I’m going to...