Enroll in Mañana University —DeWese
Furthermore, I have lined up a stellar faculty of "professors" who will assist me with your PhD. Your education will continue in these pages until my colleagues and I run out of material. And, the good news: graduation. I am planning a graduation ceremony—where I pass out sheepskins—right in the heart of the French Quarter at Harrah's Hotel and Casino in New Orleans. Now, that's something worth shooting for.
The format and ongoing nature of Mañana University will enable teaching the behavioral principles of selling, the technical aspects of selling, and how to comprehensively sell the entire range of your company's products and services. Imagine? Great sales training. The top teachers in the industry. Monthly. You will flourish. You will grow. People will stop laughing at you. You will bring your sleazy competitors to their knees. Your company will survive and flourish.
OK. Here's how to get started. Take this column to your boss, and tell him/her that you are fully committed. Get a copy of Linda Bishop's book, "Selling in Tough Times," and read it. I'm not going to tell you where to find the book. I expect you to develop resourcefulness and find it yourselves.
Next, write a two-page paper on the benefits of buying from your company. Write a one-page paper describing all of the products and services available at your shop. Write a one- to two-page paper on the areas where you need the greatest improvement. Make a list of your top 20 prospects and rank them in order. Concentrate on making twice as many sales calls between now and the April edition of PI.
If you have any questions, send me an e-mail or give me a call.
Oh, man, what have I done? This Mañana University offer is going to be a lot of work. What was I thinking? I need a nap.