Tech Selling Strategies for the New Year

Job descriptions for technicians and other service personnel have universally evolved over the last few years. They now include a sales component. Some have gotten on the bus but many others are pushing back like I used to when Mom passed the broccoli at the dinner...

Knowledge vs. Wisdom

Knowledge is knowing history well. Wisdom is learning from it, so as not to repeat its mistakes. Knowledge is knowing it is a one-way street. Wisdom is still looking both ways before crossing. Knowledge is knowing Frankenstein was the doctor. Wisdom is knowing that...

Yada, Yada, Yada

Who doesn’t remember Seinfeld, the wacky “show about nothing?” In the episode noted above, a newly-minted phrase became famous when Marcy, George’s new girlfriend, talks with George and Jerry Seinfeld, and the conversation goes like this: MARCY:  You know, a friend of...

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...