RSSCategory: Sales Guru

Investment Time

Investment Time

| July 15, 2013 | 0 Comments

I received only one suggestion on how to get customers during the summer “slow” period. I know the reason why, too. The music business is so competitive these days that you don’t want to give your competition any good ideas that they might use against you! Ron Lukowski wrote me and told me a story […]

Continue Reading

It’s Not What You Say… It’s How You Say It

It’s Not What You Say… It’s How You Say It

| June 13, 2013 | 0 Comments

Two things that are important to a sales presentation are humor and metaphors. Humor eases any tension that can arise in a sales presentation, and a metaphor can give one more power. A good example of a metaphor is Shakespeare’s inimitable language in his play As You Like It. He wrote: All the world’s a […]

Continue Reading

The ‘Crowd Mind,’ ‘Trial Closes’ & ‘Pacing’

The ‘Crowd Mind,’ ‘Trial Closes’ & ‘Pacing’

| May 15, 2013 | 0 Comments

I have kept my sales training to the basics because, just like in school, we aren’t able to read until we first learn our ABCs. There is a lot of psychology connected to selling, because the customer is buying emotionally. You all know that I hate psychobabble. Unfortunately, in selling, the customer’s mind is making […]

Continue Reading

Persistence Is The Key To Success

Persistence Is The Key To Success

| April 12, 2013 | 0 Comments

President Calvin Coolidge said, “Nothing in the world can take the place of persistence. Talent will not: nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are the omnipotent.” Persistence is a […]

Continue Reading

Affirmations

Affirmations

| March 15, 2013 | 0 Comments

By Gene Fresco Albert Einstein said, “Insanity is doing the same thing over and over again and expecting different results.” If you are not happy with the results you are getting by selling the way you do, then you have to change something. We are all creatures of habit. We go about our lives doing […]

Continue Reading

How Much Do I Love You?

How Much Do I Love You?

| February 20, 2013 | 0 Comments

By Gene Fresco The five strongest emotions are Survival, Recognition, Love, Sex and Greed. February is the month in which Love prevails. Why? Valentine’s Day! This is the month that people, usually but not necessarily of opposite sexes, express their love. As a child, how many times did you bring home a Valentine’s card to […]

Continue Reading

Here We Go Again…It’s 2013

Here We Go Again…It’s 2013

| January 25, 2013 | 0 Comments

By Gene Fresco The years just keep coming, don’t they? This year, let’s do it right. Most of you will be going to NAMM, because going will tell you what’ll be happening this year. Manufacturers have made their plans for the coming year, and their new products will give you an idea of what they […]

Continue Reading

Don’t Worry About being the Star:  BE THE STAR MAKER

Don’t Worry About being the Star: BE THE STAR MAKER

| December 14, 2012 | 0 Comments

By Gene Fresco Zig Ziglar is famous for saying, “You can get anything in life that you want if you help enough other people get what they want.” When we take the spotlight off ourselves and shine it on someone else, that person responds in incredible ways. Showing someone that we believe in him or […]

Continue Reading

ENTHUSIASM: Don’t Leave Home Without It!

ENTHUSIASM: Don’t Leave Home Without It!

| November 14, 2012 | 0 Comments

By Gene Fresco Years ago, when I was honorably discharged from the Air Force, I pondered what my career would be in civilian life. I read an article that said the three highest-paying careers were doctor, salesman and lawyer. Well, I didn’t have a medical degree and I didn’t have a law degree. So, I […]

Continue Reading

Avoid Distractions!

Avoid Distractions!

| October 15, 2012 | 0 Comments

By Gene Fresco What is the greatest cause that makes a salesperson fail? Distractions! We have many distractions in life: personal problems, financial problems, our love life, our family, indebtedness…and now we have the greatest distraction of all: the computer. It’s a temptation that cannot be resisted. Every one of us has one on our […]

Continue Reading