This article was originally published on Beardbrand's Urban Beardsman blog. The year was 1993 and I was a 24 year old kid about to interview with Merrill Lynch to become a broker trainee. I was sporting a very cool goatee (Van Dyke) and my father advised me to shave it off. “Son, they [...]
The whole purpose of content marketing is attraction - to gain a prospects attention - to draw them into your world of content and provide value with your knowledge, information and experience. How do you make it stand out from all of the other content out there? You can hit every channel and follow formulas, [...]
Phone avoidance. We’ve all been there in sales. The phone. It sits there, mocking us. Daring us to pick it up and cold call. A judgmental piece of plastic with handset, buttons and wire. How could anything be so scary? It’s not. But for many salesmen, it’s the boogeyman under the bed – the [...]
Had a call today with a good friend of mine – he’s been worried about his drinking. I asked if it’s become a problem, is his wife is having problems with it, is it causing problems in his marriage or affecting how he parents his young kids? The answer was no. He said he blows off [...]
Going through the comments of my last post - What If Tomorrow Never Comes? - someone said I should plan for tomorrow, just don't take it for granted. I liked that, and there is truth there, but my response was "I try not to take it for granted because I know its not guaranteed. [...]
Overcoming the "I want to wait 'til year end" objection. Here's one way to overcome the "wait until the new year" objection. Show them what the cost of waiting will do to them.
When I first started my sales career as an overly aggressive outside salesman, we were taught to knock down doors for business, hunt out prospects, go in for the kill, and one-call close them. (Follow-ups were for losers who couldn't close on the first date.) In all my time on the job, I had never [...]