If The “Dog Whisperer” Was Your Sales Manager

BY: Joe Crisara

Controlling Toxic Behavior

In this day and age of hundreds of TV channels to watch as well as internet videos, I have found a particular show that I run across every now and then. I must say that this television series really fascinates my wife Julie and I. The show that I am talking about is called the “Dog Whisperer” and it features a gentleman whose name is Cesar Millan. This man who has a such a “magic touch” with our canine friends came, from humble beginnings growing up in Mexico before he eventually transformed into the mega-star he is today. He counts people like Will Smith and Jada Pinkett Smith as some of his closest friends.

Each week Cesar faces a seemingly out of control dog whose owners have given up on trying to train their pet and cannot cope any longer with this “toxic” behavior. These dogs are driving every one crazy, except one person. An that person is Cesar. Continue reading “If The “Dog Whisperer” Was Your Sales Manager”

Don’t Be Stopped By Sales Terrorists

BY: Joe Crisara

Don’t Be Stopped By Sales Terrorists

I received a call from a service contracting sales person named Fred about a situation he found himself in that really took his confidence down a notch. Fred is the top performer at his company and has achieved a 73% closing rate with a 55% gross margin on his jobs. By all measure of success he was a doing a great job.

Then he had a call where after presenting his customized solutions, his buyer lit the fuse on a sales-bomb and completely devastated Fred. The buyer listened to Fred’s presentation and Continue reading “Don’t Be Stopped By Sales Terrorists”

Give Hugs Not Handshakes

BY: Joe Crisara

Give Hugs Not Handshakes

When Joe and I first discussed the possibility of me writing a “Dear Julie” blog for our Web site, I thought, “What could I possibly have to blog about? Who would want my advice? What if no one sends in any questions for me to answer? Then what, Make up my own?” I spent many hours thinking about what I would say and how I would say it and still felt I had come up with nothing.

The only other time I felt this uncomfortable was one of our very first consulting jobs. Well I should say one we actually got paid for, which was with an East Coast plumbing and HVAC company outside of Boston, MA. Joe had already been to the company several times, going on ride-a-longs with their techs and waxing philosophically, as he often does, when he brought me in to talk about some of the other problems going on in the office. Continue reading “Give Hugs Not Handshakes”