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Elise Carr

Be Dazzled

By Elise Hacking Carr

About Elise

Elise Hacking Carr is Managing Editor for Promo Marketing Media Group.
 

Selling Smarter

Rosalie Marcus
Whatever You Do, Don't ...
Sep 30, 2014

There are many things not to do as a promotional products sales professional, but there's one that worth remembering that...



Kiwi's Coaching Corner

Paul  Kiewiet
When All Things Are Equal
Sep 25, 2014

When all things are equal, you better change the equation. You gotta have a competitive advantage. You need to stand...



Be Bold, Be Different, Be Memorable

Rick Greene, MAS
Setting Annual Sales Goals are a Waste of Time
Sep 24, 2014

How about that shocking headline? Did it grab you? Well, there is some meat behind the sensationalism. Buckle in and...



Not So Technically Speaking

Dale Denham
Who Has the Best Price?
Sep 23, 2014

It's a fair question despite all the arguments against it. Distributors ask it privately nearly every day, whether on a...



Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
Playing the Price Game: It’s a Choice. Choose Wisely
Sep 22, 2014

The Internet, the obvious low barrier to entry, unskilled salespeople, the economy—each of these drive price wars and ultimately erode...



Compliance Chat

Jeff Jacobs
Let Me Google That For You
Sep 19, 2014

On more than one occasion I have taken the easy road and asked a question of a colleague rather than...



Jeff's Rant

Jeff Solomon, MAS
ADD…on an (A)
Sep 18, 2014

In the promotional marketing industry, we know what an (A) represents. If we compare an (A) to ADD, (Attention Deficit...



Beyond Words

Rebecca Kollmann, MAS+
Create an Experience
Sep 15, 2014

There are times when we do everything we can to reach our goal as quickly and as effortlessly as possible....



Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
"You Don't Have to be Great"
Sep 8, 2014

That's right. "You don't have to be great to start, but you have to start to be great." I love...



Embellished

Kyle Richardson
The Best Laid Plans
Jul 11, 2014

Why it's always smart to keep a planner with your schedule and important documents, and why it's never smart to...



Promotional Fashionista

Colleen McKenna
5 Soccer Promotions for After the World Cup
Jul 1, 2014

Studies show that Americans prefer soccer to NASCAR. Here are five items to sell to soccer fans....



Mike's Blog

Michael Cornnell
Interview with Jason Black, CEO of Top Distributor Boundless Network
May 19, 2014

Ranking #19 on the Top 50 List, Black shares his thoughts on the future of the industry and what has...



The Hot Button

Mary Ellen Sokalski, MAS
"How It's Made" Can Make You More
Jun 11, 2014

The show "How Its Made" is celebrating its 22nd season on television. How can we be a hit, season after season,...



Guest Blogs

Guest Contributor
The Anatomy of Emotional Marketing
Apr 11, 2014

You've probably heard the old adage: "It's the thought that counts." This could not be any truer, especially in business. When...



Big Picture Promo

Matt Kaspari, CAS
Meeting Clients Where They Are
Oct 24, 2013

Promotional marketing is at its best when it empowers a client’s brand, meets his or her objectives and fits within...



My Two Cents

Rick Brenner
For Promotional Product Sales, Protect Your Client's Brand
Jun 3, 2013

Whether you are selling to a global brand like Nike or to your local YMCA, no single asset is more...



Friday Sales-thought of the Week!

Dale Limes, MAS
Reverse Engineer Your Sales Success
Mar 18, 2013

Steven Covey reminds us that when setting goals ... "Start with the end in mind." That is to visualize the...



Editor's Notes

Nichole Stella
The Perfect Match
Mar 5, 2013

The Super Bowl has also become the Ad Bowl, where brands duke it out to see who has the funniest,...



The Sales Challenge

Bill Farquharson
Think and Succeed
May 29, 2012

What would happen if you woke up in the morning and your first thought was, "I am never going to...



Creating More Purposeful Sales Conversations

Lisa Leitch, CSP, MAS
Under 100 Days to Achieve 2011 Goals
Oct 20, 2011

It's hard to believe, but there are fewer than 100 days left to achieve 2011 goals! Are you on track...



Selling Like a Boss: 3 Tips to Take Away from Boardwalk Empire

 

Thanks to some end-of-year craziness—holidays and strict deadlines—many of my recreational hobbies suffered. Watching TV was a big casualty. And if there’s one thing I can’t stand, it’s seeing my DVR gradually reach maximum capacity.

As a result, I’ve been playing major catch-up when time permits. In fact, I JUST finished watching Season 3 of “Boardwalk Empire” on Sunday. From an entertainment standpoint, I enjoy the show’s complex characters and unexpected plot twists. But I finally began to realize there are other lessons to be learned. For instance, many sales and marketing tips can be gleaned from Boardwalk Empire.

Since I’m an editor by trade, I won’t pretend to be an expert on the art of selling. So, here are three basic tips to contemplate. Enjoy!

1. Sell Certainty
Nucky Thompson, the former treasurer of Atlantic City, meets with Andrew Mellon, the treasury secretary of the United States. Business growth and marketing specialist Kevin Oefelein points out multiple mistakes made by Thompson. First, his “sales pitch” uncharacteristically lacks confidence. Customers want assurance. If you don’t believe in your proposition, why should they? Next, after Thompson concludes his “sales pitch” to Mellon, there is a pause. Thompson asks Mellon if his silence indicates a “yes.” When the silence continues, Thompson follows up with a “Maybe?” Remember the old adage from Sales 101: He who speaks first loses?

2. Outsmart the Competition
Your competition is busy formulating its plan of attack in order to gain significant market share. How do you gain the upper hand? Never get too comfortable—even if you’re ahead. In Season 3 of Boardwalk Empire, the tensions between Nucky Thompson and Gyp Rosetti culminate into an action-packed finale. When the seemingly untouchable Thompson is forced into hiding thanks to Rosetti’s unpredictable “shoot-to-kill” philosophy, he never stops planning. He aligns himself with the right people (enter Chalky White and Al Capone) and prepares for the unexpected. That is, he is always on-guard even while making crafty deals with politicians and other “frenemies.” Meanwhile, after experiencing moderate victories, the members of Team Rosetti get too comfortable at their new Atlantic City headquarters. Instead of doing research, they are giving in to vices. In the episode, Rosetti declares, “Somebody’s always gotta lose.” Don’t let it be you.

3. Dress for Success
Power dressing commands some serious respect. And, oftentimes, when we look our best, we feel our best. Without fail, I am drawn to the 1920s fashion donned by the complex characters of Boardwalk Empire (gangsters, crooked politicians and everyday citizens, alike). Run your sales meeting or presentation like Nucky Thompson runs Atlantic City—in a tailored three-piece suit with contrasting and flamboyant colors. If you’re feeling a more subtle approach, try earth-toned suits (e.g., blues, browns, greens, beiges, creams and tans). Don’t forget to have fun with accessories. While Thompson is known for his signature red carnation, there are other options to choose from. Try a pocket square or a blouse with a pattern to tie your look together.

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