“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 »

Fire that CUSTOMER!


I recently wrote about firing prospects that consume way too much time and never buy anything. This time we’ll deal with customers that, while they may buy a lot, are just too demanding to warrant keeping them. Here are some warning signs to watch for and then some steps to take to Fire that Customer!… 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 »

“Check In” Calls Make You Sound Dumb


My most hated phrase:  “Hi Mark, this is Sam from XYZ Company.  I just wanted to check in…yada, yada, yada”.  Or, the equally dumb variation “I just wanted to touch base…” The translation should be “I really have no good reason to call you, I’m hoping you’re going to tell me you want to buy… Read more »