Archive for November, 2006


It’s Time to Build the Customer’s Self Esteem

November 26, 2006

It’s cynical. It’s manipulative. And it’s being taught everywhere by the very best sales trainers in the world. It’s the “pain model” and sales trainers pitch it around the world every day of the year. But, like many things these days, these sales trainers are teaching worn-out strategies from a dying world. Read the rest of this entry ?


Are You Selling or Learning and Selling?

November 10, 2006

People just don’t know what to do with us. We get all sorts of reactions when we tell them that “information literacy” and Internet search skills can streamline their business and increase their sales. Most people are indifferent. Some feel threatened. Many think they already “know-it-all.” And a few (too few) are genuinely interested. Let’s take a look at someone in that last, “genuinely interested,” category. Read the rest of this entry ?


Just Try to Stop This Downtown Train

November 7, 2006

“All of my dreams just fall like rain
All upon a downtown train”

Tom Waits

Jon Shallert called last week to tell me about the movement to save downtown Ellensburg, Washington. Like a lot of downtowns in rural America, its very existence is threatened by a host of economic factors. Ellensburg is about a two-hour drive from Seattle. That same day New York Senator Charles E. Schumer and New York Mayor Michael R. Bloomberg wrote a Wall Street Journal article about saving downtown New York. It’s somewhere out east. Which effort do you suppose will get more attention? Read the rest of this entry ?


The Selling Power without the Search Power

November 1, 2006

I like Selling Power magazine. But I have to admit I don’t understand it. Here is a quote from an article (The Seven Qualities of Top Sales Managers) written by the founder of Selling Power, Gerhard Gschwandtner – “We live in a knowledge-based society where information moves at lightening speed.” Uh-huh. Then why can’t I find articles about how to increase sales through better Internet search skills that can more effectively mine the exploding information universe? Read the rest of this entry ?