Sales Tips & Advice

" For God's sake don't say yes until I've finished talking." -Darryl F. Zanuck   … [Read more...]

Selling Beer with Jim Koch of Boston Beer Company

Samuel Adams (beer) (Photo credit: Wikipedia)The recent Harvard Business Review Magazine features an interview with Jim Koch, the Founder of the Boston Beer Company. Here are a couple of great quotes : " When I started Boston Beer Company, in 1984, I had three degrees from Harvard and seven years of management consulting experience, and I saw sales as a slightly questionable act that involved separating people from their money. " "Today … [Read more...]

Sales Tips & Advice

"Nothing in life is so exhilarating as to be shot at without result." -Winston Churchill … [Read more...]

Sales Secrets From 50 Years Ago

Elmer G. Letterman was a world class insurance salesman over 50 years ago. He wrote¬† an astonishing amount of insurance. Back when writing $100,000 to $200,000 worth of polices a year was the gold standard, Elmer was routinely writing $2,000,000+ every year. I found his book, "How Showmanship Sells" written in 1965 in a used book stor this wekend. This guy was the ultimate net worker before the term was ever invented. Smart guy. He dressed for … [Read more...]

Sales Tips & Advice

"It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change." -Charles Darwin   … [Read more...]

Sales : Achieving Excellence

Here is an interesting article in the Harvard Business Journal Network, " Six Keys to Being Excellent at Anything." Author Tony Schwartz echoes research and recent books by Malcolm Gladwell in Outliers and Matthew Syed in Bounce : "it's not inherited talent which determines how good we become at something, but rather how hard we're willing to work." That's good news. We have the ability to improve our lot in life if we work hard. Mom was … [Read more...]

Sales Tips & Advice

"In the factory we make cosmetics. In the store we sell hope." -Charles Revson of Revlon … [Read more...]

Sales Tips & Advice

"The meek shall inherit the earth, but not the mineral rights." -J. Paul Getty … [Read more...]

Sales : Bad News

Sooner¬†or later you will have to tell your client some bad news. It could be a botched order, delayed delivery, a price increase or just a simple screw up. Whatever the message, there is a right way and a wrong way to deliver the news. E-mail is the wrong way. The best scenario is to deliver bad news in person. This is the reason you develop a relationship with your buyer. It's not there for you when everything is going well. It's there to … [Read more...]

Sales Tips & Advice

"Never play cards with a man called Doc, never eat at a place called Mom's, and never sleep with a woman whose troubles are worse than your own." -Nelson Algren … [Read more...]