We’re not buying curtains…

We’re not buying curtains…

– February 21, 2018 –

I was a one-call close salesman.

We were taught to…

Think like a closer.

Act like a closer.

Walk like a closer.

Believe you were a closer.

Weeks one and two of every month were spent cold-calling anyone listed in the county directory…one after another, making our pitch.

We’d beat them into the ground until they either gave in or hung up…

Typical example back then? Here’s one…

So I have John on the phone and he wants to submit an order…but needs to talk it over with his wife first.

My response goes like this: “Hey, John. We’re buying stock, not curtains!”

Pretty cringe-worthy, isn’t it?

I’m […] Read more

Loss Leaders and the Free Consult Controversy

Loss Leaders and the Free Consult Controversy

– January 19, 2018 –

So we all know that Kroger, Wallmart, CVS along with most retail stores rely on loss leaders.

I mean, think about it…when was the last time you ran to the grocery store for a dozen eggs or a half gallon of milk and that’s all you left with?

No, no, no…if we dudes are doing the shopping and not our wives, we grab more stuff on our way out. Salami and good provolone, not the cheap stuff.

And oh my god, that’s my favorite mustard!

…and that deli bread with the olive chunks? Gotta have me some of that!

Heck…I’m getting […] Read more

Libra and the Middle Child

Libra and the Middle Child

– January 16, 2018 –

Given the fact that I’m a Libra and a middle child, it’s no surprise that I’ve been a broker all my adult life.

Stock broker. Mortgage broker. Property investment broker.

Being stuck between two sisters growing up, keeping the peace became a full-time job LOL

Negotiating and coming up with a fair outcome for two parties is my sweet spot.

So the quagmire I was dealing with yesterday really got me going.

Here’s what happened…

I had a buyer for a property who wanted to sign the contract right away. I mean he was chomping at the bit.

So you’re probably asking, “What’s […] Read more

Must Watch TV for Smart Entrepreneurs

Must Watch TV for Smart Entrepreneurs

I’d rather have a colonoscopy than watch reality tv, but there’s one show I never miss.

ABC’s Shark Tank.

Premiering in 2009 and still going strong, it’s the most-watched program on Friday nights.

Hopeful entrepreneurs go on the program and present their business idea to a panel of self-made millionaire investors (Sharks) with a goal of convincing at least one Shark to invest in their concept in exchange for a stake in their company.

First comes the pitch… portable urinals that look like a golf club, remote-controlled bird feeders that allow you to “zap” pesky squirrels, and man candles designed to freshen your house but […] Read more

Moosejaw Puts Fun Back in Marketing

Moosejaw Puts Fun Back in Marketing

It’s not often that an order confirmation email catches my attention – beyond making sure that the amount they charged to my credit card is correct.

I mean, what can you possibly do to make transactional emails anything other than sufficiently boring?

So when I found myself going back and re-reading what is normally a run-of-the-mill order confirmation email, I wanted to yell “Hallelujah! Someone actually gets what great marketing is all about!”

Moosejaw Mountaineering, whose Facebook tagline is “The Most Fun Outdoor Retailer on the Planet,” knows how to put the fun back in marketing.

How about this for a company overview posted […] Read more

4 Secrets to Getting Referrals

4 Secrets to Getting Referrals

A few weeks ago, I woke up and my right arm was throbbing. My right hand was completely numb. And after checking, it didn’t appear that I’d slept on my hand.

So like 90% of the human race I Googled “my hand is numb.”

Apparently, I could have a spinal cord injury, Lyme disease, carpal tunnel syndrome, type 2 diabetes, cervical spondylosis and syphilis. Great!

So maybe I should have gone to the doctor after attempting to pull out a deer tick from my stomach and leaving half of it there.

Seeing as I haven’t had a regular checkup in 10 years, I call […] Read more

The Myth of the Sales Gene

The Myth of the Sales Gene

Oprah has it. Steve Jobs, Bill Clinton, Tony Robbins, and George Clooney have it.

Adolf Hitler had it.

“It” is that elusive charm that engages, captivates and influences.

And when used for good has the power to make people’s lives exponentially better.

Most would call “it” charisma.

The best salespeople are charismatic. You meet them. You like them. You buy from them.

Even when they don’t have the best product or offer the best prices.

And the salesmen who don’t have “it” grudgingly say of those who do, “Pffh…well, they were born with it.” In other words, they must have the sales gene – lucky bums.

Sounds like […] Read more