RSSCategory: Sales Guru

We’ve Got A Problem

We’ve Got A Problem

| October 20, 2014 | 0 Comments

Actually, we have 10 problems. Here they are: Beyoncé Miley Cyrus Jay-Z Usher Nicki Minaj Chris Brown Rihanna Justin Bieber Drake Kanye West They are among the top music performers of 2014, and the problem has nothing to do with taste in music. The problem is this: they sing and dance, but they don’t play […]

Continue Reading

The Most Interesting Person I Ever Met

The Most Interesting Person I Ever Met

| September 24, 2014 | 0 Comments

I’ve met hundreds of rock stars and country stars, but the most interesting person I ever met was not a musician; he was a master marketeer. His name was Earl “Madman” Muntz. I learned that he was developing a six-foot projection television and I got the bright idea to buy some for Sunn and offer […]

Continue Reading

You’ve Got To Let Them Know <strong>YOU’RE HERE</strong>

You’ve Got To Let Them Know YOU’RE HERE

| August 25, 2014 | 0 Comments

In all my travels as a rep, I can’t remember ever talking to a dealer about advertising. I can’t remember the last time I saw a television commercial for an independent music store, either. You’ve got to let customers know you’re here and you want their business. You have to allocate at least five percent […]

Continue Reading

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 […]

Continue Reading

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.” […]

Continue Reading

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!

Continue Reading

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. […]

Continue Reading

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 […]

Continue Reading

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 […]

Continue Reading

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. […]

Continue Reading