Articles

Yesterday was prospected by a salesperson.  Her scripting was “I would love to tell you about. . .”  Her value proposition was weak and didn’t engage me.  After speaking with her she shared that she had been selling for 20 years and was having trouble engaging prospects.  Scripting for 2010 is different than scripting just […]

Yes!  Your prospects are in their offices, cleaning up their paperwork and in good moods.  They are looking forward to spending time with their family and friends. The majority of salespeople have already started their mental vacation and they are not prospecting. Tuesday and Wednesday before Thanksgiving are the best days of the year to […]

Scott, a veteran commercial banker, shared with me his philosophy of setting himself up for success.  From October 1st  through the end of the year he doubles his prospecting activity.  Many salespeople  literally “waste” the last six weeks of their year and go on a mental holiday.  They buy into the excuse that their prospects […]

Last week I received three calls from mid-career salespeople (residential real estate, financial advisor and commercial real estate).  All three assured me that if they could overcome their Sales Call Reluctance they could double and possibly triple their income. The next time you reach for the phone to make a prospecting call and you stop, […]

September 13, 2010, Warren Buffett said “I am a huge bull on this country. . . we won’t have a double-dip recession.  I see our businesses coming back almost across the board.”  GE’s Jeff Immelt and Microsoft’s Steve Ballmer express positive views. In our brain we have an Amygdala — which is the fear center […]

Recently I divulged to Sam, the sales guy at Men’s Warehouse, that I love salespeople.  He replied  “they are too garrulous.”  Looking at him with a puzzled look (I didn’t know what the word meant.)   They “talk too much!” Garrulous is defined as: 1. excessively talkative in a rambling, roundabout manner, esp. about trivial […]