• Nov 01
    2012
    How do you catch lobsters? Put the trap on the sea floor, put bait in it, and wait. The lobsters innocently crawl in, but can't get out. This is the same trap in which sales people sometimes find themselves. All sales professionals have fallen into the "lobster pot" at one time or another. Often we've said we can deliver something by a certain date, only to discover additional customer expectations ...
  • Oct 31
    2012
    Have you ever wondered why some people never seem to "get" your jokes? It could be they are actually not physically able to process sarcasm. A recent study at the University of Haifa in Israel used high-tech scanning equipment to track what happens in the brain when people were presented with sarcastic statements, such as "Hey Joe, don't work too hard", said to Joe when he was obviously relaxing. Some ...
  • Oct 30
    2012
    In a recent blog post about how to best handle “hand-me-down” customers, I made a suggestion for which an astute reader took me to task. I said that when taking over another rep’s accounts to tell customers that you would reexamine their pricing. Ann disagreed and she let me know why. She had a very valid point, and I told her so. I also explained my position further so she ...
  • Oct 25
    2012
    Sales is a hot profession once again! Recruiters say demand from their customers to find good sales professionals is increasing. Let's look at the skills recruiters look for in a candidate, because our customers are probably looking for the same things: Intelligence Integrity Flexibility Communication skills Business acumen Time management When talking to a hiring manager or recruiter, you should be able to say you possess these traits, and also ...
  • Oct 24
    2012
    "You can't wait for inspiration. You have to go after it with a club." Jack London, US adventurer, author, & sailor (1876 - 1916) Let's face it, when planning a presentation the hardest part is waiting for inspiration. Unfortunately, we can't all wait for the brilliant idea or we'd be staring at a blank sheet of paper all day. Here are some tips to draw inspiration out of its hiding ...
  • Oct 22
    2012
    Did you watch the presidential debates? For a communications professional, there was enough being said, implied, assumed and poorly explained to fill this blog for the next 10 years! Take the vice presidential debate. Not known for his shyness, Joe Biden’s performance− particularly his body language and facial expressions− drew a range of pointed criticism from some who found his mannerisms too aggressive; while Paul Ryan’s body language displayed to ...
  • Oct 18
    2012
    Marketing and networking experts say there are 5 steps to developing an effective network of reliable prospects and lead generators. Awareness: they know who you are and what you do Interest: they express interest and ask for general information about you and your services Trust: they share information and ask for advice about specific issues or areas of interest Desire: there is a specific request for help Close: they do ...
  • Oct 17
    2012
    "If men would consider not so much wherein they differ, as wherein they agree, there would be far less of uncharitableness and angry feeling." Joseph Addison, English essayist, poet, & politician (1672 - 1719) Not only is this great advice on how to get along, it helps us present to audiences we suspect are hostile to our suggestions. By starting in agreement ("There is no argument we have to increase ...