The most frustrating aspect of writing a sales training column is not knowing whether my readers apply what I teach them and, thus, increase their sales.
I g...
In my most recent column, I wrote about a preacher having called me and said, “I will pay you anything you want if you’ll come to Fredericksburg and teach my pe...
When I was in grammar school, my teacher told my parents, “Gene could be an ‘A’ student, if he only made an effort.” I didn’t understand what making an effort m...
Most of us don’t know what we are selling.
We think we just sell musical instruments that people ought to buy.
We don’t know the true value of what we are s...
I’m sorry to say that I missed the Summer NAMM show in Nashville because of health issues.
My cardiologist told me not to go because of breathing issues. I hav...
I received only one suggestion on how to get customers during the summer “slow” period. I know the reason why, too.
The music business is so competitive thes...
Two things that are important to a sales presentation are humor and metaphors.
Humor eases any tension that can arise in a sales presentation, and a metaphor...
I have kept my sales training to the basics because, just like in school, we aren’t able to read until we first learn our ABCs.
There is a lot of psychology ...
President Calvin Coolidge said, “Nothing in the world can take the place of persistence. Talent will not: nothing is more common than unsuccessful men with tale...
