Busch Light Quotes

Follow-up Call (Script) Seller: “Hello Mr. Prospect, my name is Tom Freese, and I’m the regional manager for KnowledgeWare in Kansas City. I wanted to contact you about the CASE application development seminar we are hosting at IBM’s Regional Headquarters on August 26. Do you remember receiving the invitation we sent you? (Pause for a response) “Frankly, we are expecting a record turnout—over one hundred people, including development managers from Sprint, Hallmark Cards, Pepsi Co., Yellow Freight, Kansas Power & Light, the Federal Reserve Bank, Northwest Mutual Life, American Family Life, St. Luke’s Hospital, Anheuser-Busch, MasterCard, American Express, Worldspan, and United Airlines, just to name a few. “I wanted to follow up because we haven’t yet received an RSVP from your company, and I wanted to make sure you didn’t get left out.” Granted, this was a highly positioned approach, but it was also 100 percent accurate. I wanted prospects to know that IBM was endorsing this event. I also wanted to let them know that I expected “everyone else” to participate. I accomplished this by rattling off an impressive list of marquee company names that we were “expected” to attend. Most importantly, I wanted to make sure that they didn’t get left out.

WATCH THAT QCD POSITION! While I was writing this book, I hosted a lighting seminar for neophyte photographers using cameras of all breeds, and out of 30 photographers in two sessions, no fewer than four Canon shooters were having trouble setting the aperture when using the Manual exposure mode I was having them use while working with studio flash units. (Each of them rarely used Manual.) All four had accidentally set the QCD switch to Lock (if they were 7D owners) or to the On (only) position (if they were 50D or 40D users), disabling the Quick Control Dial. I expect that this happens more frequently than I suspected, so I’m calling it to your attention once more in these two sidebars.