Current Newsletter

I have been listening to Don Imus, on and off, since I was a kid growing up on Long Island and he was a shock jock pushing vinyls. His broadcasts for the Right Reverend Billy Sol Hargus came from America's only Discount Church of Worship. Once, Imus called a restaurant and ordered 1200 hamburgers to go. His first question to any poor woman who called in was, "Are you naked?"

Over the years, both of us have grown up, a bit anyway. Controversial as he is, Imus has always been a brilliant interviewer and, as I teach and do selling, I listen and learn from his techniques that get his guests to open up and reveal things they typically keep guarded. After all, isn't that what we are seeking to accomplish in the sales interview?

SST was recently selected by Master Salesmanship Newsletter as its book of the month. This bi-weekly publication is where "Super Star" authors like Jeffrey Gitomer (Little Red Book of Selling), Bob Burg (Go Giver and Endless Referrals) and yours truly "share our success secrets."

SST was the keynote topic for the annual meeting of IAMA, Interstate Advertising Managers Association. This professional organization is comprised of newspaper advertising managers throughout Pennsylvania and its contiguous states.