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    The Porcupine

    April 11th, 2012

    My grandfather Al, was a salesman in Texas for the American Seating Company some seventy years ago. Al was a wise and gentle soul, qualities I'm sure he also had when he was a younger man. (I remember him quietly telling my uncle that putting 7-Up in scotch was a good way to ruin it.) He once told me about the air conditioning system in his company car Read More...

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    Posted in Conversations, Tin Men | No Comments »

    Downplaying the Competition

    July 26th, 2010

    Question number five in our 'would you or would you not' quiz is Find out which competitors they are talking to, and communicate a concern that people have with that company. Would you do this in a meeting with a prospective client? It's helpful to know who your competition is, and what they are good at, and not good at Read More...

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    Posted in Face-to-Face Meetings | 2 Comments »

    Namedropping

    June 30th, 2010

    Here is question number four (and my response) to the salesperson’s ‘would you or would you not’ quiz.   Is this something you would do at a first sit-down meeting with a prospective client? 4)  Summarize a transaction you are currently working on with a well known client. The benefit of doing this is that your prospect knows you are working with a well known entity Read More...

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    Posted in Face-to-Face Meetings | No Comments »


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