25 January 2016 ~ 0 Comments

Bringing The Bluelight Back

bluelight-mascot

A couple months ago I saw an article from Reuters saying Kmart was planning to bring back the Bluelight Special. Personally, I this is smart move. There are solid strategic reasons for dusting off this promotion from the retro era of retail marketing and updating for the modern social media age. As a matter of fact I think it […]

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20 October 2014 ~ 0 Comments

A List of Could’ves

V8-can

You just had a lousy interaction with a prospect and didn’t get the order. You may have even missed the opportunity to sell the next appointment. Or maybe you just fumbled the ball or simply know you weren’t at your best. The call ends or the meeting is over, and just like the old V8 juice commercial, you […]

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02 October 2014 ~ 0 Comments

It’s time to Can the “Can I help you?”

Ever go into a store and have someone who worked there ask: “Can I help you?” Of course you have. And 9 times out of 10 you replied with a “No thanks, I’m just looking.” The words “Can I help you” simply BEG that response. It’s programmed into our psyche. We heard our parents say […]

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04 September 2014 ~ 1 Comment

Make Your Presentation A Performance

A major part of many people’s sales process is presenting formal proposals to audiences comprised of one or more decision makers. The fact you’re even in the room and at the table with these prospects speaks to the fact they are interested in what you have to offer and what you have to say, the […]

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27 May 2014 ~ 2 Comments

Are You Earning or Burning?

Everything you do Earns a sale (earns a conversation, a returned email, another phone call, a visit to the showroom, a positive online review), or Burns a sale (they never want to hear from you again, they tell 10 friends about their terrible experience with your company, they tell 10 million people on the internet […]

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12 May 2014 ~ 2 Comments

Customer Service Highs and Lowe’s

For a company with a marketing tagline of “Never Stop Improving”, Lowe’s may need to start an in-house home improvement project… A couple weeks ago my mother bought a new dryer (around $400 or $500) from Lowe’s. During the order/checkout sequence the clerk asked if she needed a vent/dryer duct hose (about $15). Since the older dryer she was replacing had been […]

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31 March 2014 ~ 2 Comments

Back-Up Coffee

back-up-coffee

This morning I arrived early for a meeting at a local Bob Evans. I told the greeter (who also turned out to be the server) that I was expecting to meet one other person. They noticed my laptop bag and asked if we’d need a place to plug-in. WOW… Nice job paying attention and trying […]

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05 February 2014 ~ 0 Comments

SlideShare Smarts

About five years ago I discovered SlideShare and decided to upload a couple of my older slide presentations along with a version of my book “100-Whats of Creativity“.  Every so often SlideShare sends me an email with a running count of views they’ve received and at one point the SlideShare version of my book earned […]

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30 January 2014 ~ 1 Comment

The reason I called is…

The primary reason salespeople have a problem making cold calls (or reaching out to someone that don’t yet know) is fear of rejection.  That expectation of rejection comes from not having a true sense of purpose in regard to making the call. The salesperson doesn’t have the value they bring to the prospect specifically defined […]

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22 January 2014 ~ 0 Comments

Have you Bean listening to clients?

Think about your best friends and most trusted confidants. How did they achieve that upper ranking from among all the other people you’ve met in your life? Now think about the people in your life that would list YOU as one of their best friends and trusted confidants.  Lots of the same people, right? So, […]

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