Author Archive: Gene Fresco

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113 Years Of NAMM

113 Years Of NAMM

| July 21, 2014 | 0 Comments

Here you are at the NAMM show again. Did you know that NAMM is 113 years old? There was a book published in 2001 called NAMM 100th: A Century of Service to the Music Products Industry, written by Jane Freundel Levey. The reason I know this is I have a copy of the coffee-table book […]

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OJT: On The Job Training

OJT: On The Job Training

| June 25, 2014 | 0 Comments

When I enlisted in the U.S. Air Force, the recruiter told me I could either go to a technical training school or get OJT. Not knowing what “OJT” was, I asked him, “What’s that?” He said, “On the job training. You will go to an assignment and they’ll teach you how to do your job.” […]

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READ, DAMN IT, READ!

READ, DAMN IT, READ!

| April 18, 2014 | 0 Comments

Gene Fresco has read more than 500 books on sales, but he can still find books from which to learn something new. If you want to be a successful salesperson, you have to read!

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Be The Life Of The Party… Learn To Play An Instrument!

Be The Life Of The Party… Learn To Play An Instrument!

| March 18, 2014 | 0 Comments

Too corny? Wrong! I know some of you think this headline in an ad would be too corny. Hey, maybe you’re right. However, if you want to appeal to the emotion of “recognition,” this is one way to do it. I have said it many times: People buy emotionally and, later, justify it with logic. […]

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Words Of Wisdom

Words Of Wisdom

| February 24, 2014 | 0 Comments

“It’s what you learn after you know it all that counts.” Those words were spoken by John R. Wooden. He was an American basketball player and coach, earning the nickname the “Wizard of Westwood.” Wooden won 10 NCAA National Championships in a 12-year period. Here are some of his words of wisdom to help you […]

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I Need To Know

I Need To Know

| January 23, 2014 | 0 Comments

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 get some e-mails that tell me some of you are using my information to become a better salesperson, but I don’t receive enough to be sure I am […]

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Let’s Make Lots Of Green In 2014!

Let’s Make Lots Of Green In 2014!

| December 19, 2013 | 0 Comments

  If you are cheering…Good Job! If you are crying…then do better in 2014! However, you can only do better if you have a good plan. Without a plan, you might be crying next year, too. You have 12 months to get it done. Put another way, you have 52 weeks to get it done. […]

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One Idea Leads to Another

One Idea Leads to Another

| November 15, 2013 | 0 Comments

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 people how to set up our sound system.” As you know, I did it and I charged him $250. Well, being a thinker, I began […]

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“e” IS FOR EFFORT

“e” IS FOR EFFORT

| October 22, 2013 | 0 Comments

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 meant. So, I asked my parents, “What does making an effort mean?” They explained that making an effort meant paying attention in class, doing my […]

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Know what you are selling

Know what you are selling

| September 18, 2013 | 0 Comments

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 selling. The ability to play a musical instrument has benefits beyond just making music. Plato, the great Greek philosopher, said, “Music is the moral […]

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