I recently had an opportunity to really study human interaction. Up close. For an extended period.
I was on a houseboat trip to the amazing Lake Powell with about 20 people… young children, teens, millennials, and every age range on up to high-50’s.
Some of the people I knew well, others I just met, and made some new friends.
When you are...Read more
Just the name itself sets off a variety of polarizing emotions and opinions.
Regardless of how you feel about him politically or personally–I am keeping my opinion on that completely out of this–there is no denying that he has been a tremendous business and media success.
And regardless of whether you agree with his methods,...Read more
I really shouldn’t be amazed, but I still am.
After over 32 years in business, just when I think I’ve seen just about every bad example of prospecting and sales there is—I’m proven wrong.
I have a couple of examples of dumb prospecting I personally received over the past two weeks.
The first one is from—are you sitting down?—a ...Read more
An Eloan.com TV commercial showed a real estate agent asking her new homebuyer customers,
“So, have you shopped for your mortgage yet?”
The wife responded,
“Yes, we have a mortgage broker.”
The agent’s response:
“Oh. How do you know he’s getting you the best deal?”
The husband and wife look at each other and sheepishly ...Read more
I’m having some work done on my house and had a contractor come out to do an estimate.
The woman asked great questions, took notes, made some recommendations on things I had not thought about, wrote up the estimate on the spot, and just handed the clipboard to me with a pen and said,
“You want to go with this, right?”
It was that simple...Read more
A training client emailed me with this scenario. Perhaps you’ve run into something similar.
The rep, Kim, had a prospect, Karen, who agreed that her company should use the sales rep’s company for their purchases of computer media supplies The prospect said that she personally didn’t make the final ordering decision (she was the primary ...Read more