Sales Gravy

APRIL 30, 2009

Before you can enroll someone in purchasing the desired state/benefits you can deliver on, there has to be enough pain or discomfort in their present state that would motivate them enough to take action and want to make a change.

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Sales Gravy

APRIL 30, 2009

If you sell in the same manner as you buy, you are instilling your beliefs onto the other people. Since every person’s beliefs and buying habits are different, every prospect processes information differently.

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Sales Gravy

APRIL 26, 2009

To me, the professor's question should have been met with a roomful of raised arms. The obvious truth is that most college students are immoral at least some of the time.

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Sales Gravy

APRIL 26, 2009

We lived on eastern Long Island - an area known for duck farms (thus, the manure) and potatoes. We lived about a mile from a small potato farm. One day my Dad arrived home with several burlap sacks and commanded his workers to the car.

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Sales Management

Sales Gravy

APRIL 23, 2009

One of my clients analyzed their sales figures and discovered that more than 80 percent of their revenues were generated by fewer than 20 percent of their customers.

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Sales 40

Sales Gravy

APRIL 8, 2009

Avoid using the phrase, "I'd like you to meet." If you say, "Ms. Senior Person, I'd like you to meet Ms. Junior Person", you have actually reversed the order and you have introduced the more important person to the less important person.

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Meetings 40

Sales Gravy

APRIL 6, 2009

In business you always introduce less important people to more important people. The way to do this is to say the name of the more important person first, followed by the words "I'd like to introduce." and then give the other person's name.

Meetings 40

Meetings 40