http://www.darrylrosen.com/ Featured Articles en-us Copyright 2010 Darryl Rosen Fri, 10 Sep 2010 14:12:00 GMT 20 Mon, 30 Aug 2010 06:28:00 GMT Remember the sitcom Happy Days? For those of you who weren’t watching TV in the 70’s, Happy Days was a 50’s era sitcom-taking place in Milwaukee. The main character was Arthur Fonzarelli, the ultra-cool, motorcycle riding, chick magnet affectionately known as "The Fonz." According to the Fonz (and only the fonz), he was never wrong. Never; and if he was he certainly couldn’t admit it. Couldn’t even say he was wrong no matter how hard he tried. Are you any better? http://www.darrylrosen.com/articles/?id=283 http://www.darrylrosen.com/articles/?id=283 Wed, 18 Aug 2010 18:45:00 GMT Some salespeople yield great influence in their accounts. I met such an individual last week. Let’s call him Keith to protect his identity. Keith seems to have a persuasive effect over his customers, which leads to fantastic sales, and he doesn’t use sales "force" or the "authority" that may come from his company’s great portfolio. http://www.darrylrosen.com/articles/?id=282 http://www.darrylrosen.com/articles/?id=282 Mon, 16 Aug 2010 20:22:00 GMT This letter is from the Minnesota Municipal Beverage Association and s weekly newsletter http://www.darrylrosen.com/articles/?id=281 http://www.darrylrosen.com/articles/?id=281 Mon, 16 Aug 2010 20:41:00 GMT There are certain words and phrases managers just shouldn and t use. Here are a few examples http://www.darrylrosen.com/articles/?id=280 http://www.darrylrosen.com/articles/?id=280 Mon, 16 Aug 2010 15:36:00 GMT The McDonald’s by my house has been renovated to reflect the new, softer look for the storied fast food chain. It’s part of their attempt to stay "forever young", according to the company’s vice-president of worldwide architecture. Out with the red roofs and in with clean lines and simplicity. Begs the following question in my mind: Isn’t a simple hello, well, simple? http://www.darrylrosen.com/articles/?id=278 http://www.darrylrosen.com/articles/?id=278 Tue, 10 Aug 2010 07:49:00 GMT Yes, my headline is a cheesy play on the phrase weapons of mass destruction; however, there is nothing cheesy about effective management. The truth is that effective managers are friendly and respectful…and that’s a great weapon. Is that it? Be friendly? Is that the golden ticket? No, that’s not all it takes but it’s a pretty good start. http://www.darrylrosen.com/articles/?id=277 http://www.darrylrosen.com/articles/?id=277 Tue, 10 Aug 2010 09:25:00 GMT Picture your top sales performer. Is the image clear? Now - get a clear mental image of your top performer selling your competitor’s products. How’s that image working out for you? Not so good – I’d imagine. Let’s take this just a bit further. As your top salesperson is selling your competitor’s products - what are you doing? Are you running his or her route? Are you postponing a vacation? Are you crying? http://www.darrylrosen.com/articles/?id=276 http://www.darrylrosen.com/articles/?id=276 Mon, 9 Aug 2010 15:27:00 GMT When I’m on a roll I sell – I don’t just take orders… If it only were that easy! I have a favorite exercise I like to do with sales groups. It’s called – When I’m on a roll I do this and not that. I ask my group to consider their last hot streak and what they did (and didn’t do) during that stretch. If we can just replicate those behaviors… http://www.darrylrosen.com/articles/?id=275 http://www.darrylrosen.com/articles/?id=275 Tue, 27 Jul 2010 07:33:00 GMT Ask the 5 golden questions of sales coaching and listen carefully to the answers! http://www.darrylrosen.com/articles/?id=274 http://www.darrylrosen.com/articles/?id=274 Tue, 27 Jul 2010 07:09:00 GMT Actual motivating and not so motivating comments from managers and supervisors to beverage salespeople http://www.darrylrosen.com/articles/?id=273 http://www.darrylrosen.com/articles/?id=273