Be You, Confidently

For Everyone

In old school business-to-business selling, we were taught to find something in our prospect’s office to relate to and use to spark a conversation.  Could be a picture or a poster or even a style of furniture.  In theory the lesson was simple and wise.  In the field, though, it proves to be ill advised…

Keys to Influential Selling

Sales

When I think of “old school” selling techniques, I’m often reminded of the 1980 movie Used Cars.  The comedy features Kurt Russell as a hotshot used car salesman named Rudy Russo.  Russo and his crew are getting piece-of-junk cars ready to sell, and they willing try anything to make a buck. Doesn’t this capture how…