Boy am I stupid:’ Assumptions wreak havoc

In Careers & coaching, Sales by Eric Silverman

Before you blindly agree with the beginning of my headline, please allow me to defend myself. Has anyone else ever rocked an enrollment — and I mean, really crushed it — only then to have the owner of the company call you unexpectedly when the enrollment is complete to tell you they need to meet with you immediately? Let me …

The science behind ‘the magic thank-you note’

In Careers & coaching, Sales by Eric SilvermanLeave a Comment

Anyone else find it terribly ironic that I’m the one preaching the importance of writing personalized handwritten thank-you notes, and now I’m writing, via a keyboard, a mass thank-you to everyone who has expressed genuine interest in what my original note said? I guess that makes me somewhat of a hypocrite — please forgive me. I’ve shared my story with thousands …

Jimmy Fallon shouldn’t be the only one writing thank you notes

In Careers & coaching, Sales by Eric Silverman

One of my favorite comedy bits on the new Tonight Show Starring Jimmy Fallon is his Friday night “thank you notes” segment. Sure, they’re hilarious and witty, and the musical interaction with his band member and his cohost is comedy gold, but what I like most is that Jimmy hand writes each note one-by-one. Riddle me this: You just had …

The most critical characteristics of an enterprising adviser

In Careers & coaching, Sales by Eric Silverman

Lou Holtz is widely known as a legendary college football coach and mentor, but it wasn’t until late 2006 that I finally learned of this brilliant and extraordinary coaching icon. At a management meeting in Atlanta, I noticed that Lou Holtz had been hired to motivate all of the sales managers in attendance. The only thing that went through my …