tag:blogger.com,1999:blog-32233216972203331142011-04-21T10:53:43.648-07:00DROP DEAD Sales is the official blog of Jerry Kennedy, author of "Selling Points", which appears bi-monthly in TLT magazine, and "Wake Up Call!", which appears monthly in Jobber's World. Jerry is the owner of Inside Out Business Solutions, a sales coaching and training organization based in Northern California, USA.Jerry Kennedyhttp://www.blogger.com/profile/17767698313213205182noreply@blogger.comBlogger91100tag:blogger.com,1999:blog-3223321697220333114.post-14542448731974799932008-11-19T12:19:00.000-08:002008-11-19T12:20:53.251-08:00

November 19, 2008Some sales trainers will tell you that the location of your sales presentation is of critical importance in making the sale; unfortunately, they don't all agree what that location should be. Some say that it should be made in the prospect's office, others in your office and still others in a neutral zone such as a restaurant. I'm going to break with these folks and say that the

Jerry Kennedyhttp://www.blogger.com/profile/17767698313213205182noreply@blogger.com2tag:blogger.com,1999:blog-3223321697220333114.post-8378586466385229702008-11-17T22:06:00.000-08:002008-11-17T23:00:56.533-08:00

November 17, 2008I recently completed Mark Tewart's fantastic new book How to Be a Sales Superstar, and I have to say it is quite possibly the best sales book I've ever read. I know that's a bold statement, but if you haven't read it yet, you should (you can click on the title above to get your copy from Amazon). That said, let me give you a little taste of what you can expect.For the first 100

Jerry Kennedyhttp://www.blogger.com/profile/17767698313213205182noreply@blogger.com0tag:blogger.com,1999:blog-3223321697220333114.post-16524293613921483462008-10-18T01:33:00.000-07:002008-10-20T22:48:02.996-07:00

October 19, 2008Are you as sick as I am of all the bad news? If so, please join me in a special campaign next week. I'm officially designating the week of October 19th-26th as National News Free Week.I'm issuing a challenge to as many people as I can reach to turn off the news for one solid week. That's right: no TV, radio or internet news for seven full days."But Jerry!" they cried, "How will I

Jerry Kennedyhttp://www.blogger.com/profile/17767698313213205182noreply@blogger.com1tag:blogger.com,1999:blog-3223321697220333114.post-17268972169398683282008-08-13T10:36:00.000-07:002008-08-13T11:02:43.682-07:00

August 13, 2008“Some people like my advice so much that they frame it upon the wall instead of using it.”-Gordon R. Dickson“Are we there yet?”We probably drove our parents nuts asking that question as children. Even as adults, we’re often so anxious to get to the destination that we miss some pretty great things along the way. This is true of our desire to achieve success. We are so eager to

Jerry Kennedyhttp://www.blogger.com/profile/17767698313213205182noreply@blogger.com2tag:blogger.com,1999:blog-3223321697220333114.post-63112724751214791612008-06-16T22:16:00.000-07:002008-06-16T23:07:08.964-07:00

June 16, 2008I'm sorry for the lack of posts this week, but I've been engrossed in Chet Holmes' book The Ultimate Sales Machine. If you haven't read it yet, click on the link above and order it from Amazon today! Chet discusses the 12 key strategies that you need to focus on to radically improve your company's sales. What an amazing book! Which leads me to today's topic: What are you reading

Jerry Kennedyhttp://www.blogger.com/profile/17767698313213205182noreply@blogger.com2tag:blogger.com,1999:blog-3223321697220333114.post-20383435203984219382008-06-08T21:27:00.000-07:002008-06-16T22:12:47.633-07:00

June 8, 2008With Monday morning on the horizon, I want to chat for a bit about information overload and its effect on the unwary salesperson. I'm sure you would agree that it's very easy to get bogged down with too much information: from the daily news to talk radio to the endless stream of e-mail alerts and RSS feeds, we receive far more information in a day than we can hope to process. This

Jerry Kennedyhttp://www.blogger.com/profile/17767698313213205182noreply@blogger.com0tag:blogger.com,1999:blog-3223321697220333114.post-55421268124152868112008-06-05T18:56:00.000-07:002008-06-16T22:15:02.445-07:00

June 5, 2008“I’ve got bad news, Boss,” said the account manager on the other end of the phone call. “I just got a call from Company XYZ, and we lost their account!”“What happened?” I asked, expecting to hear a tale of missed deliveries, rude drivers or that old standard, high prices. “Well, he didn’t really say…just that his boss told him they are going to start buying from Competitor ABC.

Jerry Kennedyhttp://www.blogger.com/profile/17767698313213205182noreply@blogger.com1tag:blogger.com,1999:blog-3223321697220333114.post-53159935066054124052008-06-03T22:05:00.000-07:002008-06-16T22:15:34.565-07:00

June 3, 2008Do you ever get the feeling that all of your prospects have read the same book on how to get rid of salespeople? Are you tired of hearing the same objections over and over again? When it comes to objections, do you feel like you've heard them all? Well, you're right: you probably have heard them all!It should come as no surprise that there are very few surprises when it comes to

Jerry Kennedyhttp://www.blogger.com/profile/17767698313213205182noreply@blogger.com0tag:blogger.com,1999:blog-3223321697220333114.post-80728529772990942042008-06-01T21:54:00.001-07:002008-06-16T22:16:04.842-07:00

June 1, 2008Monday morning is upon us...are you ready? What will you do this week that will move you closer to your goals? Do you have a clearly defined, written plan to get you where you want to be? If not, what are you waiting for?!We've all heard that what gets written down gets done, yet very few of us are doing it. It really amazes me how many salespeople I talk to who have no idea what

Jerry Kennedyhttp://www.blogger.com/profile/17767698313213205182noreply@blogger.com0