Confession of a Tree Hugger
Is everyone in your business a ‘tree hugger’?
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“Operators are Standing By!”
“Call before midnight tonight! Operators are standing by.”
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Dave’s Fables: Proactive Sales Magic
Responding to what a customer is saying word-for-word can often create false expectations. This result is especially true during the sales process and can lead to the incorrect notions of blue skies, intimate dining, and endless availability; just to name a few of the pitfalls.
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Dave’s Fables: Pure – Learn to be a better competitor
So often we think about “don’t haves” vs. “do haves”. I used to say this all the time, “If I had __________ I could compete so much better in the marketplace.” Both personally and professionally, we’ve all worked hard and sacrificed to get that “I don’t have” just to find out that once you get
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Dave’s Fables: Let’s Do Lunch
“Let’s do lunch” is a phrase or continuance tactic that most sales people have uttered more than once at the end of a sales call during their career. I’m secure enough to admit that over the years I have in fact created several original continuances –soon to be clichés– to convey the same message. “Call
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What does Harley-Davidson sell? It’s not bikes.
What we sell isn’t actually a bike. It’s the ability for a mild-mannered accountant to dress in leather, ride through a small town, and have people be afraid of him.”* – Clyde Fessler, former Harley-Davidson VP
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Dave’s Fables: Historical Narratives – The Power of Using History to Achieve Your Goals
American and world history classes during my high school years seemed like such a waste of time. As I look back, my teen years were all about living for the moment and on rare occasion I pondered briefly what the future might hold. But never did the past seem to be part of my future.
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Dave’s Fables: The Coach
As I sat next to a self-proclaimed top revenue producer last week and listened several times to what he called his “sales spiel”, I couldn’t help but smile.
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Dave’s Fables: The Cash Cow is Now Just a Myth
Sales Truths – Fact: Prospectors sell quicker, sell smarter, and create more revenue than traditional sales efforts.
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Dave’s Fables: Pricing Isn’t Everything
My budget is not realistic – my equipment isn’t as new – the market is tough…how often do you make excuses these days for underperformance?
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