Understanding the Sales Force
NOVEMBER 15, 2012
Do the airlines and the FAA seriously expect us to believe that when there is no WiFi on the plane our devices will interfere with navigation but when there is WiFi on the plane the devices won't interfere? Prospects must think that salespeople are morons. They must think we are morons. Do you know who else thinks we are morons?
Understanding the Sales Force
JANUARY 24, 2022
The same can be extended to the airlines where the virus won't spread if you are unmasked with your mouth open to eat or drink, but will most certainly spread if you are sitting with your mouth closed without a mask. Have you or your salespeople ever been told by a prospect that they can't:
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Understanding the Sales Force
JANUARY 9, 2025
One chance encounter I had was on an airline flight from Dallas to Boston when a country star, in the seat next to me, woke me for no apparent reason. You’ll never do anything to change the timing on the two ends of the timing spectrum, but for those prospects in the middle, you can create perfect timing!
The Pipeline
JUNE 3, 2020
Lack of pretenses invites input, and by presenting a blank canvass allows the prospect to think out loud and paint. You have all read about what the people in an operating room and an airline learned from each other, right? The more you can demonstrate that thinking and attitude to prospects and buyers, the more they will trust you.
The Sales Hunter
OCTOBER 23, 2012
Don’t kid yourself — the prospect with whom you’ve set up a meeting knows more about you than you realize. Not a whole lot, but it allows people from airline employees to customs agents to police and others to determine if you can proceed. Yes, the passport is an official government document, but what does it say?
Anthony Cole Training
NOVEMBER 20, 2012
Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Prospects must think that salespeople are morons. After all, these lies continue to work for them, as much as the airlines' lies get us to power down our devices.
No More Cold Calling
FEBRUARY 2, 2012
I love Southwest Airlines and I love reading Spirit Magazine. In business, some seemingly insignificant cyber contacts can translate into real-world job prospects, or even (gasp!) Here’s how to attract sales prospects in a tech-focused world.). You may learn that what the prospect thought they needed is indeed not the case.
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