Hello kind readers,

It has been another great day and of course I have a great post tonight. I was watching a protege of mine recently and the main thing I saw besides all the good things was the way not only him but most sales persons complicate the sale. Everyone wants to expound on there talking points until they have virtually talked themselves out of the sale. When a client says lets do it…

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Hello everybody,

With all the e-mails I’ve been getting I am gratified you like my web site. A lot of you have already signed up for the FREE newsletter and just judging by the response I can tell the teleseminar on the 25th is going to be great! If you haven’t signed up for the FREE newsletter you better hurry and be one of the 1st 100 to do so, it’s got some GREAT stuff!

Now, about tonight’s post. If you are fortunate enough to have an incredible salesperson on your staff, and I am referring to one of the very few best in your field, there are pros and cons when he or she actually takes a new person out to observe. The obvious pros are that the new person will most likely…

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Tonight I have a very unusual post. The only reason I am even discussing this subject tonight is because, even though I’ve tried over the years to forget about these situations, I was thrust into the center of such a situation very recently and thought it was an important clue for young and inexperienced managers to know when making important hiring decisions.

At the least it would give the young managers the pieces of the puzzle that would normally go unanswered until they had many years of experience and learned it the hard way. Ladies, you’re probably not going to like this but it IS the truth…

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Hello everybody,

It’s me again! It is not just children that love good stories. Being a professional salesman, expert trainer and nationally recognized trainer of all levels of managers I have found one of the greatest weapons in my selling, training and management arsenal…

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Hello everyone,

I have an interesting situation that has perplexed me for quite some time so I thought I would bring it to you my great readers and get YOUR take. Here is the situation. I have literally run into this situation hundred’s of times over the years. I interview all of these out of work alleged “Great Sales People”, and what amazes me is that some of them I sincerely believe I could…

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Hi everybody,

I thought I would lighten the mood on this beautiful Friday night. I was reminded of a story that I was involved in many years ago and it was quite funny.

I had this young man that was a top sales person for me for a number of years. He was truly a character for the ages. For the sake of this post I am going to call him William. Every time I would promote this young man into management he would amaze us with his bizarre behavior. Here is just one of the funniest stories from this young man’s tenure.

It was the beginning of the summer and all the college kids came to us for summer employment as usual. Because it was a commission job it attracted college students from all over the country. It was not uncommon at all for a student to pay an entire semester’s tuition in just one summer. Well, the day before the summer rush of students William bought a 15 passenger van to take the students around that he was going to teach and work with during the summer. I questioned him about the wisdom of buying a van when he always had a problem retaining people. William convinced me this was the “NEW” William. I went along with him and proceeded to fill his van up with people.

Then the fun began… After the first night with his 15 people William came back and reported no sales. Nothing new there for William. It only gets funnier. At work the next day only 11 of his people showed up for work and I questioned William who proceeded to inform me that he was weeding the garden and he was just keeping the best people. Well that night he came back with his crew and again there were NO sales. Again no surprise.

The next day at work only 9 people showed up and I confronted William. Again William proceeded to inform me that he had everything under control and I shouldn’t worry. Well that day I decided to follow the young manager “wanna be” and see what was up. I followed him and observed him getting out of his van at a driving range and he made all 9 reps sit on a bench while he proceeded to hit a bucket of golf balls. After the 1st bucket I approached him and asked him what on earth was he doing? With the straightest face only William could display he actually told me that he was teaching his crew an important sales lesson. He told me that he had a horrible slice with his drive and he wanted to teach his crew that PERSISTENCE BEATS RESISTENCE!

I almost couldn’t contain my self. Maybe if I had used that method of training years ago my golf game wouldn’t be so bad.

“The Specialist”

Hello gracious readers,

The time is here to let everyone know the much anticipated news! In commemoration of “The Specialist’s” 100th post, thanks to all of you great readers, I have several things to announce.

First off, because of the response to my blog we have launched the new Stranger At The Door web site. The purpose of this site is to give you the readers more of what you have requested. Not only will this site be linked from my blog, but many of the topics that you have asked about are now available in our teleseminar series and publications. When you go to this site you can view the new teleseminar listings and select from the packages available. I cannot tell you how many times people e-mailed me requesting to speak with “The Specialist”. Not only that, “The Specialist” will now be on the airwaves at WPMH 670 AM Radio in Chesapeake, VA.

That’s right, you can also call me on my radio show and I will answer any of your questions (The call-in telephone number is 757-465-6700).

On the site you can order “The Specialist” gear, from mugs to t-shirts and hoodies. Be the first in your neighborhood to have your Specialist Gear. Within one week our Members Only section will be available! The Members Only section gives you, the loyal readers, a BIG break on all the teleseminars as well as the upcoming books, audio books and e-books, as well as “The Specialist” gear! Check out the site and sign up for the FREE newsletter. I definitely can’t wait to hear from you on my new radio show.

None of this would have been possible if it weren’t for YOU, the reader. In appreciation, the first 100 readers that sign up for the newsletter will receive a link to recordings of the radio show! Thanks again!

“The Specialist”