Chapter Items From The Book
Chapter 1 - On You Got The Job - But What Goes Wrong - ... Sales are when you get the customer to buy something or take their order...Marketing is when you get the customer to want to buy it and from you.
Chapter 2 - On Your Data Base - ...once established it is considered a company asset. It has worth and should be protected.
Chapter 3 - On Company Literature - ....is divided into four catagories; hand out; mailed; corporate and "the fun stuff".
Chapter 4 - On Sales Calls - ...it was the first time in my professional career that I entered the building, left, to be called back, to be thrown out.
Chapter 5 - On Client Presentations...It was like showing a customer the space shuttle, when he only wanted a Piper Cub. He listened intently, and then, after the presentation went to look for a Piper Cub Dealer.
Chapter 6 - On Compensation - McDonalds probably retains its people better.
Chapter 7 - On Marketing In A Bad Economy - There are 3 types of people in this world ... now is the time to be that person that makes things happen.
Chapter 8 - Trade Shows - "If you sit down you are not ready to do business and business is why you are there".
Chapter 9 - On Persistence & Attitude - If it wasn't for persistence and having the right attitude, I would have given up long ago...
Chapter 10 - Client Communications - How should I say this to make my point, NEVER, NEVER ,NEVER...
Chapter 11 - On Making Yourself Irreplaceable - Now I am not picking on smokers, it is that they make such an easy target.
Chapter 12 - On The Organization - The person answering the phone was very rude, put the bank president on hold and after 20 minutes, he hung up. The loan was never offered, the plant expansion, never happened, and the owners never know why.
What's Inside ?
