• Apr 28
    2016
    "That which we persist in doing becomes easier, not that the task itself has become easier, but that our ability to perform it has improved.” Ralph Waldo Emerson (1803-1882) Think about this next time you’re smiling and dialing. Cold-calling doesn't get any easier, but the more you do it, the less it feels like a chore.
  • Apr 26
    2016
    In 2004, Curt Schilling pitched a winning game for the Boston Red Sox against the New York Yankees in the American League Championship Series. He was playing with an ankle tendon injured so badly that by the end of the game, his white sock was soaked with blood. Later that same season, he pitched a World Series game that led to another bloody sock, which was placed in the Baseball ...
  • Apr 21
    2016
    If your offices or materials appear expensive, or at least considerably more upscale than those of your competitors, customers may feel wary. Price-sensitive customers can be scared off because they feel that all that overhead is coming directly out of their invoices. Some other things that scare customers: Multiple calls by multiple sales people from the same company Expensive gifts or dinners too early in the sales process Overly familiar ...
  • Apr 19
    2016
    Paul White, who founded the CBS news division in 1933, is credited with the most successful formula for broadcast news presentation: Tell ’em what you’re going to tell ’em.Tell ’em.Tell ’em what you told ’em. Because it works so well for news, it is frequently offered as a template for business presentations and may well be the most commonly quoted advice for preparing a presentation. I copied and pasted the ...
  • Apr 14
    2016
    If you ever wondered how important it is to understand your customers, think about this: According to a recent report, 60% of IT projects fail because expectations were not effectively communicated by the customer. According to Joseph Goguen, a professor at University of California San Diego, this is not because the sales people didn’t listen well; the customers simply did not communicate their needs clearly. What could the sales people ...
  • Apr 12
    2016
    I feel sorry for Edward Everett. He was a nineteenth century politician, pastor, educator, diplomat, and orator. He was a U.S. Representative in Congress, a Senator, Governor of Massachusetts, Minister to Great Britain, and Secretary of State. He also taught at Harvard University and served as its president. And with all those achievements, he is remembered chiefly as the guy who gave a now-forgotten speech right before Abraham Lincoln delivered ...
  • Apr 07
    2016
    Have you ever noticed that some customers love it when you just drop by and others treat it as an intrusion? This has a lot to do with your customers’ individual preferences. Try asking your customers how they prefer to work with you. When your preferences and your customers’ align, life is pretty good. Ever notice how a similar hobby, favorite sport or other point of reference helps you connect? ...
  • Apr 05
    2016
    The Wikipedia entry for laugh track has this priceless anecdote: While witnessing an early post-production editing session, comedian Milton Berle once pointed out a particular joke and said, “as long as we’re here doing this, that joke didn’t get the response we wanted.” After [sound engineer] Douglass inserted a hearty laugh after the failed joke, Berle reportedly commented, “See? I told you it was funny.” The laugh track has come ...