Selling isn’t a game of inches, like football. It is a game of words and symbols. And just as one inch can mean the difference between a crucial first down or touchdown, a victory or defeat, one word can determine whether a seller earns or blows a sale.
Posts Tagged ‘Gary S. Goodman;’
What A Difference ONE WORD Makes!
January 11th, 2008 
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Posted in Uncategorized 
Tags: amnesia;, Annenberg School For Communication;, football;, Gary S. Goodman;, law degree;, School of Management;, the Wall Street Journal; 
No Comments »Consultants & Coaches: Don’t Let Your Clients Deskill You!
November 27th, 2007 admin Do you remember that brave guy who jumped into the icy Potomac River to save some of the passengers from a plane that slid off the runway into the drink? Without doubt, he was a hero, hurling himself into harm’s way as he did.
Posted in Uncategorized Tags: Gary S. Goodman;, Potomac River;, telephone effectiveness;, UCLA;, Your Consulting; No Comments »Global Warming’s Gift to Sales Managers
October 31st, 2007 admin You think you’ve covered every imaginable topic in your sales meetings. You’ve praised, criticized and humored your troops, sometimes in the same run-on sentence. You’ve heard a litany of excuses from underachievers and from the “undead,” the perennially under-quota zombies.
Posted in Uncategorized Tags: Gary S. Goodman;, Greenland;, Newcastle;, telephone effectiveness; No Comments »When Businesses Enforce Every Rule & Count Every Nickel, They’re In Trouble
October 26th, 2007 admin I look back on my career and I see with perfect hindsight how shortsighted I was in handling certain customer relationships. I’ve done it all. I’ve “fired” clients that have told little lies to me. I’ve failed to stay in contact with past clients. I’ve deliberately not used certain clients as references because I didn’t [...]
Posted in Uncategorized Tags: away internet access;, Every Nickel;, Gary S. Goodman;, internet access subscription;, online entity;, telephone effectiveness;, travel;, USD; No Comments »Customer Service Metrics – Don’t Buy Into The Single Statistic Fallacy
September 20th, 2007 admin How much do you weigh? Are you happy with that number? That particular figure may or may not have much bearing on your physical figure, on your shape or your overall fitness level. For instance, I weigh over 200 pounds. Is that good or bad? It depends on other things.
