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Do you recognize this device?

When I began my sales career in 1976, this device was the only way to connect with prospects and existing customers. And believe it or not, when we were in the field we used telephone booths to call the office, check messages and return calls. Some of the telephone booths were not even push-button! You …

Thinking outside the box

    If you could guarantee that when you flipped a coin it would always land on heads, you would certainly have an edge in a coin toss. That’s the strategy Steve used to tilt a major buying decision in his direction. “Out of the box” thinking turned out to be the deciding factor in …

Stay thirsty, my friend!

What can we learn from “the world’s most interesting man”?   Regardless of the product or service we sell, are we fully taking advantage of the emotional factor associated with the sale? Emotions are certainly not the only reason a product sells, but it’s hard to argue that there is no emotional component to professional …

How will you make quota in 2018?

  Don’t make the beginning of 2018 simply an extension of how you approached your sales territory in 2017. Put aside a fair amount of time to work on your business — not simply in your business. By this I mean take a step back and take a fresh approach to the upcoming year. Look …

What is your response to this objection?

  There is a particular objection that comes in many forms. And the fact is, many sales folks struggle — and some are at a total loss — when faced with it. Some reps will immediately fold their tents and never return! After all, why waste time when your prospect utters these familiar words? You …

Please show me “Senior Management” on the org chart

  In 1983, while representing Telex, I was working on an opportunity to sell personal computers to Noxell Corporation. Noxell is the company that manufactures Noxzema as well as the “cover Girl” line of cosmetics. I had worked the account for 3 years and had a large number of displays and printers installed. Additionally, I …

Sell me this pen

  After graduating from St. John’s University in 1976 with a B.S. in business and a major in marketing, I had an interview for a sales job with Burroughs Corporation.  My original intention was to find a job in marketing. However, at the time there were no entry-level jobs available, so I decided to start …

Sales is as simple as 1,2, 3

  I would never say that to be successful long-term in professional sales is easy. What I would say, however, is that the formula is easy. The question then becomes: Do you have the intestinal fortitude to continually execute a simple formula? And can you continue to execute through the peaks and valleys that you …

Value is in the eye of the beholder (not the salesperson)

Bill walks into a Chevrolet dealer, strolls over to a brand-new Corvette, and is outwardly getting excited as his eyes gaze up, down and all around the sports car. He then opens the door, slips into the driver’s seat and makes himself comfortable as he grips the steering wheel and places his right hand on …

Don’t get too greedy, or something like this may happen to you

  Recently, while traveling in Florida, I had the opportunity to reconnect with Jack, a sales exec I worked with at Telex Computer Products back in the early ’80s. While reminiscing about the “good old days” at Telex, Jack and his lovely wife, Mary Beth, related a story that made me laugh out loud, but …