Sales Loudmouth
A Community for Professional Sellers
Tim J. M. Rohrer
A recognized leader in sales, sales management & sales training. Available for speaking engagements - timrohrer@comcast.net
Honors
Sales Loudmouth
Discovery Day
"I spoke to John and he is willing to fly you out to Cali, get you a meeting with Gary and provide you a car so you can go visit Chuck in San Diego. When do you want to go?"
Gregg asks.
"Next week," I reply.
"Okay, Angela will call you and set it all up. I'll talk to you when you get back."
And with that exchange, the wheels were in motion for me to become a Money Mailer franchisee. Not that I really ...
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Like a Phoenix?
I blink into the blue sky and try to recall how I got here. First, I need to figure out what time it is because it feels like 1991. I have just made a sales call on European Wax.
The young lady at the counter told me that Jim was the one I needed to speak with but Jim, who also owns Massage Envy a couple of doors down, is not in and I should feel free to leave a card
and any other collateral and if Jim is interested he'll call me.
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That's ...
Demons Fill You with Fear
He is lying on the bed. Bone tired from mountain biking, sleep still eludes him. Beside him, but miles apart, the wife whose success has eclipsed his own, sleeps soundly. Uncomfortable in his own skin; uncomfortable in his own bed. The demons seem very close at night when the noise of the day subsides and he can hear their eternal message. Failure.
The day unfolds before him and he prepares ...
<< MORE >>The American Spirit: Risk-taking
"Sometimes, when we reach for the stars, we fall short. But we must pick ourselves up again and press on
despite the pain." - Ronald Reagan
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Twenty-seven years ago, space launches had become so consistently predictable that television networks no
longer carried them live. This was even true of the Challenger launch on January 28, 1986 whose mission included carrying ...
The Truth Will Set You Free
"If I did that, then who would buy it?" Manuel asked with a hint of defiance.
We are sitting in my office and discussing advertising sales. Manuel had just come in to announce that one of his clients had cancelled the remainder of their contract because "no one had
called."
I said, "Why did they expect someone to call?"
Manuel replied, "Because when a client buys advertising from us they expect their phone to ring."
"But, should they?" I wondered.
...
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Can or Can't; Will or Won't
I am at boot camp. Not real boot camp, mind you, but the kind they have in the suburbs these days for those who are either bored by traditional gyms or looking for someone to tell them to work
harder.
Technically, I fit into a third category - those who have purchased a five week membership from Living Social for a low, low introductory price. Well, even more technically, my wife bought
it for both of us. Now, here I am in the spartan gym getting ready to rumble at 5:43 a.m.
...
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A Sailboat on a Calm, Sunny Day
I was a couple, six months into my new job as a salesperson at Magic 96 radio and I had hit a slump. Prospecting was still part of my
regular routine but I clearly didn't have as much time to do it as when I was brand new. My plan had become "work smarter not harder" and I was being rather selective about on whom I
was making prospecting calls.
I don't know. Maybe, ... << MORE >>
I don't know. Maybe, ... << MORE >>
I Want a New Drug
In 1984, Huey Lewis and the News sang about the need for a new drug.
I want a new drug
One that won't make me sick
One that won't make me crash my car
or make me feel three feet thick
I want a new drug
One that won't hurt my head
One that won't make my mouth too dry
Or make my eyes too red
One that won't make me nervous
wondering what to do
One that makes me ...
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Start with a Flawed Premise
Not long ago, I was driving my car and listening to the radio and otherwise just thinking pleasant thoughts when Delta came on the air with a message. I gave it a listen. The essence of
the message was that I should become a member of Delta's frequent flyer program because I would get all kinds of perks. One of the perks mentioned is that as a member I'll be invited to board
airplanes before non-members.
The actual wording went something like this: ". . . and members get to board first so you ...
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The Rhythm of the Sales Process
"What are you going to have?" Dick asked over his menu.
We had convened at the local barbecue joint which neither of us had yet tried. Dick had declared that one could tell the worthiness of a barbecue place by the human attributes assigned to
the pig on the sign. This restaurant was called The Dancing Pig and the sign featured a fat, pink, dress-wearing pig standing on her back legs and spinning a hula hoop around her middle.
Based on Dick's definition, this was barbecue heaven.
"A ...
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