Reach Out to Sell Him in the Morning!

June 28, 2009 by  | Leave a Comment Filed under: Sales 

I have always considered myself a lucky researcher. Plunk me down in the stacks of a great university library, and I’ll not only find what I was looking for. Typically, I’ll stumble upon even a better resource that will make all the difference in advancing my thinking and that of my (read on...)



Cold Calling – How to Avoid the Cold Shoulder!

June 28, 2009 by  | Leave a Comment Filed under: Sales 

Most of us do our best to avoid being accosted in the street by obvious sales people looking to push the latest price reductions for electricity or sign you up to a charity that is saving the world through a monthly subscription. There are many reasons for this but by and large it is just an (read on...)

Salespeople – Try the Road Less Traveled!

June 28, 2009 by  | Leave a Comment Filed under: Sales 

Poet Robert Frost famously took “The Road Less Traveled,” and it made “all the difference.” As a salesperson, perhaps you should, too. Increasingly, I’m entertaining the thesis that you’ll earn more sales, faster, with less effort and rejection if you (read on...)

Google Me!

June 28, 2009 by  | Leave a Comment Filed under: Sales 

Maybe I’m getting lazy. Or, it could be cockiness. But I like to think of my strategy as a very practical way to sell. Increasingly, when I’m pitching people I invite them to “Google me.” A few weeks ago they would have found a couple of million documents, but the gigantic (read on...)

72% of Customer Lead Calls Mishandled – Learn From Auto Dealers’ Mistakes

June 28, 2009 by  | Leave a Comment Filed under: Sales 

According to a recent Dealix survey of 3,000 phone calls to auto dealerships, 72% of inquiry calls received were mishandled. The study notes that most mishandled calls fall into three areas: * Seventy-two percent of dealers did not ask for an appointment with the caller. * Thirty-five percent of (read on...)