Category: Pathfinder Newsletter

“Winging it” is a bad idea


We’ve all heard the guy with the scripted presentation. No matter what you say, he has a canned reply. It is sooo obvious. I suggest you try something similar yet different. To be clear, a scripted sales call is literally what you say in the conversation.  They are effectively used in call centers selling vacations and aluminum… Read more »

Woody Allen was right!


Woody Allen is quoted as saying “80% of success is showing up”. I get it; we are all busy and time is a precious resource. Nonetheless, we must remember to stay connected with customers and friends. The past two weeks have been crazy busy. Apparently, all those who lost my phone number found it again…. Read more »

Do You Really Know Your Customer?


I recently read about a Gallup study claiming 71% of your B2B customers are NOT committed to staying with you and your company. More disturbing is that they are actively looking at your competitors. This may well be due to how we treat our customers (email blasts, one size fits all selling techniques, etc.). In… Read more »

Engage the Gatekeeper


I’ve always wondered why some salespeople unintentionally, or intentionally choose to ignore or dismiss the receptionist, entry guard, administrative assistant, or whatever the current terminology is for those charged with monitoring the flow of traffic to those we want to meet. It’s just stupid. On just a human level it’s rude. I can hear some… Read more »

Say You Are Sorry: Quickly and Effectively


Too many salespeople avoid having to say they’re sorry. They fail to see it as an opportunity to “turn lemons into lemonade”. Your customer service manager just came into your office with hair on fire to tell you that a customer’s angry. It could be a pricing issue, a delayed shipment, a quality problem or… Read more »