One of the fellows who inspired my book, “Mr Shmooze,” likes to tell his salespeople: “If you know a customer’s passion, and pay attention to it, you can find the key to any client’s heart.” And do you… Read More
Let’s take a few minutes to talk about one of our “favorite” prospects as salespeople: The Procrastinator. You know who I mean. The prospect who never says no but never says yes, chewing up huge chunks of time… Read More
Most of us have experienced the humor of Monty Python over the years via their movies and TV shows. I am a big fan, so when I saw that one of the group’s preeminent members, John Cleese, was… Read More
Have you ever wondered why some people are so darn likable? You know the type . . . you are at a party meeting new people, everyone is a little uptight, and along comes someone who you immediately… Read More
Psychologists have long known that small commitments can lead to big commitments. In one research study they asked homeowners to place a big campaign sign in front of their houses. Most of the homeowners who were being asked… Read More
I am a big proponent of sales training. It goes without saying that a salesperson must have absolute command of the pivotal benefits of his products and services to be credible and compelling when communicating with buyers. And… Read More
I recently heard a great summation of what we need to do to stand out in sales or service . . . “Give the customer something no one else in the world gives them.”
People often ask me when it is best to present when competing in a proposal process . . . first, middle or last. The answer, if you can arrange it, is last. The reason is based on something… Read More
The other day I walked into a burger joint after working out (figured I had earned it). I still had my workout clothes on and the kid at the counter said, “Do you play basketball?” I said, “I… Read More
The many people who are involved in our Mr. Shmooze community are interested in dynamic customer relations. Most of you spend a lot of time trying to enhance those relationships both personally and as a smart and enjoyable… Read More
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