I Could Never Sell

Week ending February 26 The Sales Trainer tells this story: At the time I was making fifty calls a day, no more, no less, and getting to Yes or No as quick as I could with each one. See, every No got me closer to done for the day. So I quit dreading No, and [...]

Week ending February 19. Who’s your decision maker? we would ask in IBM sales. There’s no right answer to a wrong question. This may be a wrong question. As perhaps David Brooks, conservative guest columnist at the New York Times, suggests. If your decision maker will pray over the decision with his Bible study group, [...]

Week ending February 12. Why do some dates go wrong before they start? (“You lost me at Hello.”) If one person prefers brief glances and the other is busy staring deeply, then it may not matter how good the jokes are or how much they both loved “Juno.” Rhythm counts. Voice cadence does, too. People [...]

Week of February 4. If you’re selling well and don’t know why, it could all collapse in an instant, couldn’t it? What would you do? You don’t know. If you don’t know what you’re doing now, you don’t know what you would do then. You would be bewildered when that day came. You are bewildered [...]