A Bad Cold Sales Call

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After plopping down in my only unpacked chair, exhausted from a long day of packing and stacking boxes, the phone rings …

“Hello?”

“Hi Mike?” A girl squeaks with a very friendly, yet meek and apologetic voice. “I … I’m so sorry to be bothering you on … on Friday night, I know it’s late and I … I really apologize, but I had to call. I … I hope that’s OK?”

Have you ever spoken with someone so friendly they start to piss you off? “Sir, please, thank you, sir, so kind of you, I really appreciate your time, sir, thank you, sir, my pleasure, absolutely, perfect, fantastic, sir.

This girl was that girl. [Read more…]

How to Sell Products

how-to-sell-products-saleswoman-handing-new-car-keys-to-buyer
So there I was on stage at Georgia Tech along with four other area marketing experts. I was sweating. Not just because it was a thousand degrees in the auditorium, but because I was anxious about the Q&A session that was about to take place in front of 400 students, faculty, and guests.

What would I be asked?

That’s when it happened. A young lady, a marketing student, with blue hair and a black leather jacket asked me, “why do people buy?” [Read more…]

Sales and New Business – Are you hungry?

Every once in a while I turn into a superhero – or a beast.

That’s how it feels anyway.

What do I mean by that?

I get hungry!

Here’s how it happens. I get this feeling in my stomach. It’s like a wildcat stalking its prey. I feel, I know, something is about to happen. I’m about to make something happen. [Read more…]

What Are The Benefits of Marketing

So there I was asking myself if this was real life.

The prospect I had just called and pitched said, “Mike, I don’t advertise in magazines.”

“Who said anything about advertising in magazines?” I said.

To which he replied, “well, you said you do marketing.”

Huh?
[Read more…]

The Psychology of Sales and Marketing

Black Friday Discounts
Marketers are getting advanced. Back in the 60’s and 70’s they simply put out messages and tried to make them clever or funny. That was success at the time. They had no clue about the psychology of sales and marketing.

Not anymore however. Now days, marketers not only know the results their marketing generates, they know the emotional hot buttons they are pushing and they know how you will likely respond to them. [Read more…]