Alan Alda, in his new autobiography Things I Overheard While Talking to Myself, said that some of our most important conversations are conducted in the doorway and follow the phrase, “Oh, by the way.”
Alda says that after spending the evening with the family there may have been something you’ve wanted to say for the last [...]

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I’m confused. But not alone. As sales and marketing people we too often fail to clearly distinguish the difference between feature and benefit when presenting to customers.
An advertising headline in Sunday’s paper says, “
Maybelline – Foundation, Pressed Powder, Blush, Eye Shadow or Eye Liner”. Another, for a feature-heavy mobile phone reads, “Introducing [...]

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I tell the recruits we don’t have any safe jobs.
This from the colonel in charge of recruiting for the National Guard. He was asked during a recent television interview why the Guard consistently surpasses its recruiting quotas during this time of war and multiple deployments to the Middle East.
“I’m brutally honest with our recruits,” [...]

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If setting your customer’s expectations is a part of selling, Steve says it all.
We took one of our granddaughters to her first state fair last week and I couldn’t help but laugh at Steve’s billing posted throughout the fairgrounds. In seven words he gets your attention, makes you laugh, explains exactly what his service is, [...]

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When the sales applicant was asked, “Why do you think you’d be good in sales?” he didn’t hesitate.
“Because I like to talk.”
Guess he’s still looking for his first sales job. Don’t know how many sales interviews I’ve sat in on and that’s what an applicant has said.
Another too common response: “Because I like people.” [...]

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