Do you ever have a prospect who just won’t “warm up” to you no matter what you do? You know the ones, the ones who will not talk to you or answer any of your questions or are even openly hostile to you. Try this to turn things around, “Mr. or Ms. Prospect, I am… Continue Reading
Category Archives: Coaching
Motivational Accountability is NOT an Oxymoron
Times are improving. As we get busier, it becomes easier and easier to forget the sins of the past. Lately one of those more dangerous sins keeps coming to light as sales management is consistently asked to do more on top of their primary duties of keeping the sales engine flowing. Often sales people are… Continue Reading
“What We Have Here Is a Failure to Communicate”
For all of my readers who are old movie buffs, you will recognize this line from the Warner Brothers classic movie, Cool Hand Luke (1967), starring Paul Newman. (For those of you who aren’t classic movie buffs, here is a link where you can watch the trailer: http://www.imdb.com/video/screenplay/vi3936093721/ ). But basically, it is about a man,… Continue Reading
A Funny Thing Happened in the Check-out Lane
Normally I pride myself on connecting with people and I try to do this everywhere I go. Lately though, I have been so incredibly busy that I have felt like I am just running all the time, trying to keep up. And with all this “busy-ness“, it seems I forgot to connect.… Continue Reading