Category Archives: Sales

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What You Want

Keith Rosen is an executive Sales Coach.  I found this article on All Business. Keith has listed a few questions for you to answer to “attract” this reality towards your being. Check out the article here. In the name of transparency for myself, I answered the questions.

1. How many hours in a typical workday?

4 hrs

2. What is your desired salary?


3. Who are the people you are working with?

ex-restaurant employees, laid back, enjoy life type of people

4. What type of clients do you want to serve?

ex-restaurant employees, laid back, enjoy life type of people

5. What type of product/service do you want to offer?

books, booze, burgers, bungy, whatever

6. What is your day filled with or what type of activities you are responsible for?

Making sure my folks fill those four hours completely…it’s only four hours!

7. What type of industry?

Entertainment, food, leisure

8. What is the level of autonomy?


9. What type of growth opportunities exist? 

Extreme, but franchised

10. What kind of supervisor do you want to work with (if any)? What’s that person’s management style?

Laid back, but with an edge when necessary

11. What are your co-workers like (if any)?

Artists with other skills

12. What benefit/incentive package is offered?

Full paid insurance, the whole works

13. What type of environment/corporate culture do you thrive in (fast paced, stressful, relaxed, quiet, etc.)

fast paced, but relaxed

14. What are you passionate about?

poetry, music, adrenaline, and good food

15. What type of career would be a reflection of who you are?

Entertainment with education

16. How does your career complement your lifestyle?

Talking with and entertaining many folks that are like me

17. What are the demographics of your clients and co-workers?

Adventurers, free spirits of any age, with a passion for good food and the arts

18. What are your strengths and talents that you would like to orient your career around?

Poetry, conversation, and charm

19. What do you do great?


20. What don’t you like to do?

Convince people of something they don’t believe

21. What needs to be present in order to make a smooth transition and be financially responsible with the least amount of risk or error?

Very talented staff and a prestige about our establishement

22. Who do you have in your circle of influence to support you through this transition? (family, friends, coach, etc.)

Lukas, Hannah, several famous slam poets and musicians, several guest chefs, and sports stars

23. Who do you need to be (or become) in order to achieve, create or succeed at this?

A well known poet with a very trained pallet and an appetite for adrenaline

24. What are the fears or limiting thinking that’s keeping you from moving forward without hesitation? 

A need for money now

I only fell at the end…now what?

Try it, you’ll like it

Where have you been?

I am reminded of a time when I was a young teenager. I had my alarm clock set to play the radio at some point in the morning hours.  One particular morning, the d.j. must have taken an extended cigarette break or what have you. Kathy Mattea sang “Where have you been” over and over and over for the whole hour my alarm clock played.  For this reason, I have always remembered the chorus. For balance, I looked up the lyrics. They are as follows:

Claire had all but given up
When she and Edwin fell in love
She touched his face and shook her head
In disbelief she sighed and said
In many dreams I’ve held you near
Now at last you’re really here

Where have you been?
I’ve looked for you for ever and a day
Where have you been?
I’m just not myself when you’re away

He asked her for her hand for life
Then she became a salesman’s wife
He was home each night by 8
But one stormy evening he was late
Her frightened tears fell to the floor
Until his key turned in the door


They’d never spent a night apart
For 60 yrs she heard him snore
Now they’re in a hospital
In seperate beds on different floors

Claire soon lost her memory, forgot the names of family
She never spoke a word again
Then one day they wheeled him in
He held her hand and stroked her hair
In a fragile voice she said


Where have you been
Ive searched for you forever and a day
Where have you been
Im just not myself when your away
Im just not myself when your away

So, I’ve been away for a while. I’m back. Do you think we can all get back to being ourselves now? I hope so, because December was a huge slump for me! I probably won’t say anymore about that, because I definitely don’t want to relive it.

Until Next Time…

Keith Porterfield

A Student of Sales

I’ve a Net After All

As I rode along with Steve Trevillion Wednesday…

 I realized, by something he said, that…

I’ve a net after all. 

My mother reminded me also when she sent me this e-mail…

There’s no way I can fail!!! 


Top Salesman-

A young guy from Wisconsin moves to Seattle and goes to a big
 everything under one roof department store looking for a job.

The Manager says, “Do you have any sales experience?”

The kids says “Yeah. I was a salesman back in Wisconsin.”

Well the boss liked the kid and gave him the job. ” You start tomorrow.
I’ll come down after we close and see how you did.”

His first day on the job was rough, but he got through it.

After the store was locked up, the boss came down. “How many customers
bought something from you today?”

The kid says “One.”

The boss says “Just one? Our sales people average 20 to 30 customers
a day. How much was the sale for?”

The kid says, “$101,237.65.”

The boss says $101,237.65? What the heck did you sell?”

The kids says, “First I sold him a small fish hook. Then I sold him a
medium fishhook. Then I sold him a larger fishhook. Then I sold him a
new fishing rod. Then I asked him where he was going fishing and he
said down the coast, so I told him he was going to need a boat, so we
went down to the boat department and I sold him a twin engine Chris
Craft. Then he said he didn’t think his Honda Civic would pull it, so
I took him down to the automotive department and sold him that 4×4

The boss said ” A guy came in here to buy a fish hook and you sold

The kid says “No, the guy came in here to buy Tampons for his wife,
and I said, ‘Dude your weekend’s shot, you should go fishing.’ “

You’ll never be a failure if you keep trying.

We are not human beings going through a temporary spiritual experience. We
are spiritual beings going through a temporary human experience.

See what you’re getting into…before you go there.


Until next time…

Keith Porterfield

a Student of Sales

Ride out!

Ride out!


Since I got an earlier than expected start to my ‘No Net’ sales experience, I requested a ride along with a team member.  Richard Howell set me up to get with Steve Trevillion.

I plan to ride out with Steve in Carthage, TX Wednesday the 18th.

I’ll post when I get back to document the trip.

I have to get out of the house by 5AM to make it to Carthage at 7AM.

Until next time…

Keith Porterfield

a Student of Sales

No More Net!!!

O.k. people…it’s on!!!  It’s time to start documenting my true journey into the world of sales.

Until now it was all theoretical.  I studied and studied and did not much in the way of selling, because I had a net.

Now, I have NO NET!

I want to tell you all about it.  It’s the reason blogs exist.  I can say what I want here and no one can fire me!  Which brings me to my first point.

I am so glad I left my hourly job!  I can honestly say that I don’t care right now that I have no guarantees for next week’s pay check.  I don’t care that I’m having to pay for COBRA a month or two.  I’m just so glad to be out from under the rule of my immediate supervisor there…I’m actually happy to be unemployed.

Here’s the story…

The company is a pretty good place to work.  They take care of their employees.  My division just hired a new V.P. of Wholesale.  I think he’s a great addition to the team.  He’s really got a great vision for the sales team.  Unfortunately, I was not part of the sales team at this company. 

I worked for nearly two years under this guy who’s name is not worth mentioning (NName Small Man from here on out).  I did my job and I did it well.  I have a college degree and I was working the graveyard shift for hourly wages.  I work twelve hour shifts and had about two hours worth of work to do.  I like to think I used that down time nicely.  I studied and studied and finally built up the courage (with the help of Penelope Trunk’s Brazen Careerist) to step out of my comfort zone.

I waited and consulted several people before sending a respectful “form letter” two-week resignation letter to NNSM, V.P. of Wholesale and H.R. Director.  This was not accepted well from NNSM as I had told him previously I would probably be out around August 1 (the notice put my last day as July 20).  He didn’t speak to me for the entire week after I submitted my notice.

The last night I worked I made a mistake that could have happened on any night.  I slipped up and made an honest mistake.  It wasn’t huge and has been made by myself and several others many times in the past.  When the morning guy came in, I told him about my slip up.  I told him I wasn’t going to beat myself up about it and that at least I couldn’t get fired over it.  Well, guess what…the morning guy is trying to work his way up the ladder in this company.  So, he’s buddy-buddy with NNSM.  He tells NNSM that I popped off about not being able to be fired and that I wasn’t doing my job.

So, I get a week of un-paid vacation.

So, here’s to No Nets!  Wish me luck.

p.s.-I also went to my MySpace page and found that NNSM had deleted me from his ‘Friends’ list.  What a tool!

Until next time…

Keith Porterfield

a Student of Sales

Sales Magic Trick

I learned this trick from a guy named David Sorrells. He’s a great salesman.

Let me walk you through this step by step.

  1. Write down a 4 of diamonds on a piece of paper (like the card).
  2. Cover the piece of paper or put it in your pocket (you could already have it saved somewhere, like in your cell phone.)
  3. Ask someone to “Pick two suits of cards (clubs and hearts).
  4. If the person picks diamonds as one of their suits then skip to step 6.
  5. If the person does not pick diamonds then ask, “Ok, what suits are left?”
  6. Ask the person to “Pick one of those”.
  7. If the person picks diamonds skip to step 9.
  8. If the person does not pick diamonds then ask, “What’s left over?”
  9. Repeat the word boldly…”DIAMONDS
  10. Now ask the person “Pick three even cards” (2, 6, 8.)
  11. If the person picks 4 skip to step 13.
  12. If the person does not pick 4, ask “What other even numbers are there?”
  13. By this time 4 should be one of the selections.
  14. If there are two cards left skip to step 16.
  15. If there are three cards get the person to pick two.
  16. Get the person to pick one of those numbers.
  17. If the person picks 4 skip to step 19.
  18. If the person does not pick 4 ask “What is left over?”
  19. Repeat the answer boldly, “4! of DIAMONDS“.
  20. Now, most often the person will be suprised and ask how you did that.
  21. Either tell them, or don’t.

Think about this process. It is a fundamental part of salesmanship.

You have to


to get to


Until next time…

Keith Porterfield

a Student of Sales