Think about the following sales situation for just a minute: You’re in pharmaceutical sales. You’re going into a medical facility. You know this medical facility has two gatekeepers. You also know that in the reception area…
Today’s question is from a sales manager, who writes “When should my salesperson start calling for an appointment? After the first two mail pieces? How often should she call? Do you have a rule of thumb on this?” Make That First Sales Phone Call NOW! In sales, we work in imperfect worlds. We can’t always…
Among the most valuable business tips I ever received from motivational speaker Jim Rohn was the counter-intuitive “Tip in advance.” When we hear the word “tip,” we think of the money we leave on the table at after a meal when the waitstaff has served us well or gone beyond ordinary efficiency. But tip in…
Many years ago, I was a very new student in the personal development arena. I really did not know much about the field; many of the popular, well-known names were completely unfamiliar. The only seminar I had attended was one where the person in front of the audience was pounding on his chest and doing…
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