Been ghosted or simply ignored?

Being ghosted describes a conversation where one of the participants simply stops communicating without saying “Bye”, etc. They simply go silent, or disappear. Amazingly, the place it’s easiest to find is during job hunting (or hunting for someone to fill a position). Back in the age of the dinosaur (or at least the fax machine), […]

Where subscribers hide: Pt 1

Watching my wife shop / interact with salespeople is always a refresher course. Gaps in customer service & sales training / tactics always reveal themselves. This is the missing piece of “Secret Shopper” type services – no audio / video. The report is fine, but you don’t get to see and hear what happened – […]

Sell. Don’t simply take orders

For many businesses, the best month or two of the year ended late last week. For others, it starts next week. Your “big month or so” might be some other time. The real question is, will you sell, or will you only take orders? This year, many businesses and their teams chose to take orders. […]

Do your sales efforts have a smell or an aroma?

Sales is tough work. One of the things that makes it challenging is starting a conversation with someone you don’t know. This can be particularly difficult when they know you are primarily interested in selling them something. As Gitomer says, “People don’t like to be sold, but they love to buy.” Nowhere is that more […]

Nothing happens till you sell something

For two weeks now, I’ve been encouraging about to become newly unemployed CFalls folks to rise up, figure out the value they can deliver and start their own business. Now it’s time to sell something. This might be the part you’ve been dreading. Sorry, but you need to get over it. Selling the right product […]

Fear and Limiting Thoughts

Limiting thoughts had my software company stuck on a sales plateau. Everything else was going well. Clients loved our software and our support. We could count the number of refunds per year on one hand and still have fingers left over. I was fortunate to have a few minutes with a mentor to discuss the […]

The sales prevention department

Have you ever encountered a “sales prevention department”? Let’s discuss how the sales prevention department’s role works and how you can look for ways to get rid of yours if you have one. The tale of the register tape Over the last couple of weeks, I’ve watched the adventures of a GoToMeeting administrator. In one […]

Selling, marketing & Wyoming’s Cutt-Slam

Last week, I met a couple of old college buds in Southwest Wyoming’s Bridger-Teton range (near LaBarge) to take on Wyoming’s Cutt-Slam cutthroat fishing challenge. This would not be easy. Four cutty subspecies in four different drainages – some of them in the tiniest of water (water shoes rather than waders), with two guys who […]