There used to be a recorded phone line we could call when I was selling for Time-Life Books that would give us a quick injection of motivation.
It was sponsored by Jack Schwartz, a former insurance agent who became one of telephone selling’s first authors and consultants.
These messages would last about a minute, and they’d be changed once or twice a week.
I have to say they were a little corny, but heck, they were free, accessible, and actually uplifting.
Jack would sign-off from every one with this line:
“Have a good day today, and a BETTER one tomorrow!"
You couldn’t help liking this guy, even if you had a beard and he was fond of saying: “Selling is like shaving; if you don’t do it every day, you’re a BUM!"
Call it tough-love, but we got the point.
It was just great to know someone thought enough of our craft to dedicate his life to inspiring us, one little phone message at a time.
Moreover, each one of us who called Jack’s line felt he was making a special discovery, finding a source of hidden power.
Although I’ve gone on to write a number of best-sellers on telephone selling and other subjects, I always get a kick out of gazing at Jack’s book, which never enjoyed nearly the kind of distribution mine got.
Though dated, you can still pick up pointers here and there, and it’s humbling to see a copyright date that goes back fifty years.
Do yourself a favor. Go to one of the online used bookstores such as Powell’s and see if you can pick up a copy of an out of print book in your field.
You’ll be amazed at what you can discover.
One of my favorites is a little gem called “Selling By Telephone. "
It dates back to the 1920’s!
Oh, one more thing.
Have a good day today, and a better one tomorrow!
Best-selling author of 12 books and more than 900 articles, Dr. Gary S. Goodman is considered “The Gold Standard"-the foremost expert in sales development, customer service, and telephone effectiveness. Top-rated as a speaker, seminar leader, and consultant, his clients extend across the globe and the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: firstname.lastname@example.org .