I was sitting at my desk diligently working on another success essay when the phone rang. Being programmed like Pavlov’s dogs to answer an incoming call hen the bell rings, I picked up the phone – interrupting myself (not a very good time management technique) – and said, “Hello, this is Jeff Mayer.”
“Is Jeffrey Mayer in?”
“Yes. This is he.” [You can always tell when someone is reading from a script because they don’t listen to you when you answer the phone.] Read More »
Tom was ecstatic. On top of the world. After trying to reach Steve for the past month he finally got through and scheduled an appointment for Tuesday morning at 10:00am.
Steve is VP of Purchasing for ACME Industries. From Tom’s perspective he is a WHALE. A fabulous prospect. A huge opportunity. Read More »
Carl was having trouble closing sales. Business was terrible. He wasn’t making money.
He had been following the advice of his sales manager, but he wasn’t getting any results.
This is what he had been told to do: Read More »
Have you ever known someone who never seemed to get his work done on time? Was always late with everything. And no matter how many hours he put in, nothing was ever done right… the first time.
He was trying very hard to do his job, but spent so much time apologizing for not getting work, tasks, and projects done on time that it became an embarrassment. Read More »
Mark Cuban is a very smart businessman. He was featured in a front-page article in The Wall Street Journal.
A Bit of Background
In the 1980s he formed a company that helped small businesses link their personal computers. In 1995 he and Todd Wagner, a college classmate, had an idea: Use the Internet to allow sports fans to hear local broadcasts of their favorite teams even if they are far away. Read More »
“Car Incentives Backfire On Big 3”
“Rebates Can’t Halt Big 3 Sales Share Slide” were headlines in the Chicago Tribune.
For years GM, Ford and Chrysler have been using rebates, incentives, and Zero Percent financing to sell cars. Unfortunately for them, the auto-buying public aren’t motivated by these incentives any longer.
To get a car buyer’s attention they must create bigger – and more expensive – promotions. Read More »
Shirley told me she sometimes felt like a lioness hunting big game in Africa. When she needed business she went out and found it.
Then after she closed the sale and got that big commission check, she sat back and rested. Like the lioness who lays down after a successful hunt, rolls over on her back, and takes a long nap.
When the lioness is hungry she begins hunting for food again. And that’s what Shirley does. When she needs some business, she goes out and looks for it. Read More »
Sometimes you need to look at your business from a different direction and perspective. To see where you are going with it.
* Where have you positioned yourself in the marketplace?
* How can you increase revenues and profits?
* What can be done to cut costs?
* How do you find new customers? Read More »
On Thursday morning Jill opened her e-mail and found the following messages in her in-box.
Jill, I am going to be out of town on business tomorrow and won’t be able to keep our scheduled appointment. I will e-mail you when I am ready to reschedule.
Thanks very much.
Stephanie
Jill, We are on some temporary cut backs through the end of our fiscal year, Read More »
I was working with Shelly, one of my success sales coaching clients, and she asked me “What should I be doing so that I can start the week off with a bang?”
“What do you mean?” I asked.
She explained that each week her Read More »
