Author: Mark Burrall

Get off your Butt!


There is a lot of noise around social media these days.  We hear about the importance of LinkedIn, Facebook, Twitter, etc.  Oh, and remember to write a blog and enhance your website regularly.  It’s all good stuff and you should do it. However, it doesn’t replace that one to one experience of a personal sales… Read more »

“I’m Not Worthy”


Back in the 90’s there was a bit on Saturday Night Live called Wayne’s World with Mike Myers (Wayne Campbell) and Dana Carvey (Garth Algar). One of the often used phrases was “We’re not worthy”.  So, where’s this going? When you meet a prospect for the first time, are you thinking, “I’m not worthy”? Or, do you walk in with… Read more »

Your Customer is NOT Always Right


If you’ve been in business longer than 12 months you’ve encountered that customer that is just impossible to please.  They blame you for something you can’t control, didn’t read your contract completely or just want more than you can possibly give.  You are then faced with the problem that your customer is W-R-O-N-G. There are… Read more »

Winging it? A bad idea!


You’ve made call after call, you’ve left many voice messages, written unanswered emails, all to no avail. Then, one day, you get a response and have now set up an appointment with this elusive prospect. Now what? First of all, don’t think of winging it and not doing any preparation.  That’s really a dumb thought. … Read more »

Fire that Customer!


Not long ago I wrote about firing prospects that consume way too much time and never buy anything.  This time we’ll deal with customers that, buy to little, are just too demanding, are not profitable and not worth keeping.  Here are some warning signs to watch for and then some steps to take to Fire that Customer!   As… Read more »

That is a dumb question!


Whoever said there is no such thing as a dumb question hasn’t met some of the salespeople I encounter. For the most part I work with really effective and professional salespeople.  However, over the years I have heard about and occasionally witnessed some incredibly dumb questions come out of the mouths of salespeople. Here are… Read more »

Stop saying That!


Are there some things that salespeople should never say?  I think so and I’ve been in this game for 40+ years.  That gives me some credibility to determine proper from improper things I hear tumbling forth from salespeople’s mouths. Here are some phrases that make me wince and think, “Really!?, did you actually say THAT?”… Read more »