I’ve been taught in my sales career that if you provide good service, provide excellent value for the product or service that you are selling, you will retain customers forever. Sadly, I have to tell you that it works. You can hold on to customers for a long time, but it is normally never forever. […]
I recently watched the movie called “Moneyball.” It starred Brad Pitt. He was the general manager of the Oakland Athletics back in 2002. He was faced with fielding a team that had a $44,000,000 budget and make it competitive against teams like the New York Yankees and the Boston Red Socks that had over $100,000,000 […]
Obviously, I can’t promise you that every door knock that you make will end happily for you. Sometimes there are people that are just resistant to anyone walking in their door and are pretty abrupt when you do. I was out today with a friend of mine, Jay, who is a partner in a copy […]
I don’t know if you have ever been to Costco, but Costco has it figured out. They offer more value than their competition is how they sell more stuff. I particularly, though I hate to admit it, enjoy going to Costco probably 2 to 3 times a week to buy a vanilla strawberry sundae. […]
There are 3 things I can think of that are worse than cold calling. Back in the 1980s it was living off of my credit card so I could pay the rent and then going into work Monday mornings hearing my print production manager tell me that my friends that ran third shift presses had […]
I am just going to talk about real time activity that I had last Wednesday, Thursday, and Friday. Wednesday I had a junior rep, or someone who has never been straight commission sales. He recently got his real estate license and he wanted to come out and watch what I did for generating business for […]
The final step in the situational learning category is the exit interviews. Basically for the situational learning on our community blog, I have set up video sessions of people that I have taken out doing “Four on the floor, 0 to 60,” which is a hands on prospecting personal training that I have set up […]
The situational learning category of outcomes is really 4 outcomes that I really expect or have been prepared to expect on calls since I have been making walk-in cold calls. The first outcome I expect is trying to be nonthreatening enough to make a good impression with the person that greets me, whether it is […]
