Overcoming Single Level Objections

There is a reason that automobiles have a reverse gear. Sometimes you have moved as far forward as you can and in order to get anywhere you need to change your path. However, for some reason many sales representatives only have a forward gear. They move along a trajectory until they meet a seemingly immovable object, the client objection. An objection is a question, exclamation, protest, challenge, complaint, or correction posed by one of the...

Twit It! Share To Facebook Friends Share To Google Plus Post in Linkedin Subscribe To Feed

When Life Is Television

The TV series Mad Men is about people in the advertising business in the 1960’s, and the main character Don Draper drinks a lot and makes bad personal decisions. The show often uses real ad campaigns from the period and fictionalizes the pitches made to buyers. That alone is enough for me to watch. But what really intrigues me is Don Draper’s Four Rules of Selling. In the story, they work – as you would...

Twit It! Share To Facebook Friends Share To Google Plus Post in Linkedin Subscribe To Feed

How to Kill A Good Idea, Quickly

I have these great ideas. Books, articles, client questions, TED Talks, observations, or suggestions have all triggered moments of brilliance. Sometimes I am consumed by all the things I could be doing. I have even gone so far as...

Twit It! Share To Facebook Friends Share To Google Plus Post in Linkedin Subscribe To Feed