Have a look from the 30,000 foot level at all the sales models on parade. Spread out below you, reaching to the horizon, you’ll find venerable models like Consultative Selling, Solutions Selling, SPIN Selling, Customer-focused Selling, High Probability Selling, Customer-Centric Selling, Fearless Selling, Provocative Selling, Action Selling, Challenger Selling, and so forth. Looking over this […]
You may be uneducated – but you needn’t advertise the fact. Of course, we all understand typos – though the sight of them uncorrected on a blogpost suggests serious amateurism. But what’s worse is a spelling error that is more than a spelling error – that belies a failure to understand the difference between two very different […]
One of the (mixed) blessings of being a published author is that other aspiring authors send you manuscripts to review (with the hope I’ll promote them). I try to respond when possible, but even then I never promise to recommend a book without first reading it; and most of the time, I don’t. But then every […]
“Hands up, don’t shoot,” became a chanted slogan for outraged protesters after Michael Brown’s killing in Ferguson, Missouri. There was considerable mainstream media skepticism from the beginning about whether Mr. Brown actually had his hands raised (see Washington Post, December 4; see Newsweek, December 2), though those suspicions didn’t hold back the popularity of the phrase as a rallying […]
Most casual readers of the general press know three things: crime is up, public safety is down, and trust is declining. The problem is: the first two are flat out wrong, and together they cast doubt on the third. Crime and Fear (The following data are compiled from the Atlantic, March 2015, Be Not Afraid). […]
I lost my wallet. Somewhere between a golf driving range and a supermarket, in a 30-minute period, it went missing. I turned things upside down, retraced my paths, left notes with wanting-to-be-helpful staff. I monitored accounts for three days; no bank charges, no credit card hits, so I held off canceling the cards, calling the […]
UPDATE 9:30PM Feb 10: Since this post was first written, NBC News has suspended Brian Williams for 6 months. This will only heighten the buzz around something really not all that important (except to Wiliams, of course). He has become the gossip du jour, and I don’t see anyone achieving escape velocity beyond the obsession […]
Q. What should you say when the potential customer says, “Before we start discussions, I need you to tell me your price.” A. Tell them your price. What a concept. I know, I know. Most of you reading this disagree with me, and you’re in good company. Many respected sales writers suggest just the opposite. But […]
It’s that time of year again. Resolutions come in full swing and we all start to assess how we can improve on the last year. It just so happens that I wrote a pretty good blog post at this time eight years ago, and I haven’t improved on it yet. Here it is again. Happy […]
Has your trust ever been violated? Did someone, once upon a time, abuse your trust? Have you ever placed your trust in someone or something, only to discover – painfully – that your trust had been misplaced? Yes, almost certainly, you’ve had experiences like that. And they are unsettling – to say the least. The […]