Is this you? As a journalist, you can create a free Muck Rack account to customize your profile, list your contact preferences, and upload a portfolio of your best work.
Claim your profile
Articles by Hal Becker
Push don’t pull - when it comes to sales
Sell by pulling not pushing is a concept used in sales and marketing. It means focusing on strategies that attract customers naturally, rather than using aggressive or intrusive methods to persuade them. Pretty much every sales trainer will teach the proper way to sell, and that is by asking questions. This simple premise means you should not be throwing up or vomiting all over the customer by telling them all about you, your company and what you can do for them.
Drums and selling (copy)
Personalised advertising and content, advertising and content measurement, audience research and services development Store and/or access information on a device You can choose how your personal data is used.
Never split the difference
Negotiation is an inevitable part of life. Whether you’re in business or dealing with personal matters, chances are you’ve engaged in negotiations, perhaps without even realizing it. Something as simple as deciding whether to go out to a movie or just have dinner with a friend or family member involves negotiation. We all negotiate. Many people, during the course of a negotiation, have settled on the idea of “splitting the difference.” At first glance, it may seem like a fair and practical solution.
They actually called back
Recently, a dear friend of mine passed away. Thankfully, he had a wonderful and caring family as well as a close-knit group of friends. For the past 15 years, his primary occupation was running an eBay store where he sold specialized items. Most of us – his friends – had limited knowledge of eBay. Sure, we’d bought a few things over the years, but our familiarity with the platform didn’t extend much beyond that.
What do customers want?
Selling doesn’t have to be complicated. Often, we overthink or clutter the process, turning something straightforward into a challenge. Many salespeople attempt to be slick or insincere to secure an appointment or close a deal, but the truth is, authenticity and simplicity often win the day. If you want to such for a word that might sum it all up when dealing with a salesperson, it’s probably trust! To improve your sales approach, reverse your perspective: step into your customer’s shoes.
Management vs. leadership Which one are you?
My wife has a wonderful talent for finding little “nuggets” of wisdom to share with me. Sometimes these nuggets are for my personal growth (she seems to think I’m a lifelong improvement project), but often they’re valuable for my keynotes, workshops and consulting sessions with company leaders. A little while back, she stumbled upon a gem online – possibly while watching cat videos, as many of us do.
Have a blast, do the interview correctly
Interviewing can be a daunting task, especially if you’re not properly trained to uncover the full potential of a candidate. But with the right approach, it can also be an enjoyable and rewarding experience. Here’s a fresh take on interviewing, one that’s fun and effective. Imagine that the applicant you’re interviewing might one day date your child. Naturally, you’d want to know everything about them, right? Now, take that curiosity into your interview. The more questions you ask, the more you learn.
Don’t wait for this conversation
I never really liked for the phrase “death bed conversations.” Why would someone want to wait all that time to have a meaningful conversation with someone you cared about? Sure, we all would like to get things off of our chests or discuss things that might have been bottled up for years, but as they say, there is no better time than the present.
Honesty and integrity
This is a great quote I heard a number of years back. “Honesty and integrity are absolutely essential for success in life – all areas of life. The really good news is that anyone can develop both honesty and integrity.” I was fortunate to have good role models (my parents) who taught this to me throughout my life until their passing. In fact my dad was a used car dealer and he was one of the most honest people I ever knew.
Days or seasons?
This is not supposed to come across as morbid or negative, but as a reminder to enjoy each moment. The idea is to think of this in a positive fashion where you enjoy each day and get the most out of life. Some people want to travel, others want to go for walks, read a good book and just relax. We can all agree that being with friends and family adds so much value to our lives and brings us (hopefully) a great deal of joy.
Don’t go in the room if you are smart
I never have been smartest person in the room, and understand that truth my entire life. I have my expertise in sales, sales management and customer service. These are the lanes I tend to stay in. And I have been very comfortable with my in-depth knowledge of the subject matter with each category. Here’s a short story to get this important point across. Betty was brilliant. She has always been the smartest one in the room, a trait that had propelled her to the C-suite.
Companies forgot how to block and tackle
You will increasingly find that technology changes moment to moment, but ideas, concepts, and philosophies tend to run in cycles — sometimes even circles. At their core, they’re still relatively the same. The issue is younger generations may not have been exposed to certain concepts. Or they might recognize an idea, but lack firsthand experience with it.
No more weather - talk about Hot Pockets
Personalised advertising and content, advertising and content measurement, audience research and services development Store and/or access information on a device You can choose how your personal data is used.
Let’s play - what we can learn from kids
Many years ago I remember scolding my daughter for whatever she did when a kid “acts like a kid.” We have all done this as parents in some shape or form for generations. What happened next still resonates with me as a grandfather, and my daughter taught me a lifelong lesson that still amazes me. Ten minutes after my reprimand she comes into the kitchen and says, ”Let’s play” They hold onto nothing, no grudges, ill feelings or staying mad at me . . .
Why I’m an idiot
Personalised advertising and content, advertising and content measurement, audience research and services development Store and/or access information on a device You can choose how your personal data is used.
Enough with big overblown proposals
I love watching salespeople present a proposal, especially the newer ones. It is like giving someone the book, “War and Peace” or “Moby Dick,” and saying, “OK, take a look at it now, I’ll wait.” Many salespeople think that the longer their proposal, the more professional they are and the better the proposal looks. I remember my first year as a salesperson at Xerox decades ago, I did the same thing.
What a sales manager should do
Technology is changing moment to moment, but ideas, concepts and philosophies just keep running in cycles or even circles. They are still relatively the same. The problem is that younger generations have not been exposed to them yet or they might be familiar with an idea, but just might not have firsthand experience. Companies are not as smart as you think. The bigger they are does not mean smarter or better.
Take a chance in life
I have had the coolest job for most of my life. As a sales trainer or keynote speaker, my occupation has taken me to some amazing places all over the world and allowed me to meet fascinating people from all walks of life. During my career, I never conducted seminars where I had to rent a hotel ballroom and people had to come to me. I was asked by the client to travel to wherever the meeting was and they brought in their staff or sales team.
Don’t be everything
I made a big mistake years ago. With that said, I have been fortunate that over my entire career business has been pretty good, in fact it was great! Ever since I started presenting keynote addresses or conducting sales training classes in 1990 that range from small business to Fortune 100 clients, I have never had a bad year. You are probably asking, “Then what was your biggest mistake?” The answer is simple, being too creative and wanting to explore new avenues.
Criticize with praise
As social creatures, humans have an innate desire to connect and share. One of the most fundamental ways we do this is through teaching and learning. This inclination is deeply ingrained in our nature, evident from our earliest days. Even young children often exhibit a natural curiosity and a desire to impart knowledge to others. Sometimes as we try to “teach” others, we might use criticism as a method.
My cherished note from an amazing guy
George H.W. Bush, the 41st president of the United States, was renowned for his personal touch and attention to detail. One of his most endearing qualities was his habit of sending handwritten notes to people he encountered, from world leaders to ordinary citizens. Bush’s handwritten notes were often filled with warmth, humor and a genuine sense of connection. He would take the time to address each recipient personally and often included personal anecdotes or references.
Lip service - looking back
Writing my book, “Lip Service: 50 Humorous Stories of the Worst Customer Service in America and Interviews With the 10 Best Companies in the World,” with it’s first printing in 1998, was an eye opening experience for me. Looking back, customer service in America has actually gotten much worse. Typically, we cannot go more than three days without some below average customer service experience when trying to go about our daily lives.
Manage your people and get out of the office
Sales managers today seem to manage data and not people. They are in their office behind their desk absorbed in paperwork and sales forecasts. Conversely, their job or purpose is to take the salesperson to a higher level of performance by observation and assisting the salesperson in their personal growth. The typical sales manger thinks that going on a sales call with a rep and helping to close the deal is a good management technique.
Call your company
I remember years ago working with a utility company in the southern portion of the United States. The CEO was a good guy and was very proud of his company.
Don’t let past decisions haunt you
Years ago, my daughter and son-in-law were asked by his employer if they would transfer to the Netherlands for a year-and-a-half. They were newly married and weren’t quite sure if they should make the move to a far off location, not knowing anything about their future surroundings, culture or potential advantages or disadvantages. I said to them, “If you don’t go, you will always wonder if you should have gone and you really have nothing to lose.
Play at work – work at play or be a Twinkie
As you read this be sure to check your watch to see what time it is. Either you are at work reading this or you are at home. Either way, how many times have you laughed since you got up this morning? Are you having fun yet, and if not, why not? Do you realize that two-thirds of your life is at work? That's right, two-thirds. You now have a third left and half of that third is thinking about work. What's left is a half of a third to think about whatever you want and we are still not having fun.
Play at work – work at play or be a Twinkie
As you read this be sure to check your watch to see what time it is. Either you are at work reading this or you are at home. Either way, how many times have you laughed since you got up this morning? Are you having fun yet, and if not, why not? Do you realize that two-thirds of your life is at work? That’s right, two-thirds. You now have a third left and half of that third is thinking about work. What’s left is a half of a third to think about whatever you want and we are still not having fun.
Compassion or judgment?
A while back, I was walking with a friend in a downtown location and there was a guy who had a sign that he was homeless and needed money for food and medicine. My buddy pulled out a $20 bill and asked him a question – which I did not hear – and then handed him the money. I said to my friend, you know he is probably going to spend the money you gave him on something else rather than food or medicine.
Is there anything else?
Sometimes people have the right intention, but the wrong execution. We try to do the right things, but either stupidity or a really bad management decision gets in the way. What I am going to describe is something that has happened to all of us, not just some people, but everybody. What amazes me is that it still continues. Imagine this scenario. You go into a retail store or you call a business from your home phone. For sake of argument, let’s just say it was a company named YuckYuck Wireless.
Stop looking, acting like a 70-year-old
Alright, listen up, my fellow seasoned citizens. Just because you’ve hit the big 7-0 doesn’t mean you have to start dressing like a confused circus clown or act like a grumpy old goat. There’s a whole world out there, and you’ve got plenty of time to enjoy it, so let’s make a few adjustments and show the younger crowd that we’ve still got it! Retire the Flip Phone I get it. You like your flip phone.
Don’t give orders
Leaders know how not to give orders. They have realized – or have been taught – making requests rather than giving orders is a powerful approach that elicits collaboration, respect and empowerment within a team. This can help draw people together and focus on the development and motivation of team members. Instead of giving orders and telling someone what to do, great leaders or managers offer direction and provide high-level instructions.
Checking in with friends, customers
If you have a number of good friends and you are in business, keep reading. I have always believed that we should replace the word client or customer with the word person. There is no reason – which so many people do – to treat our customers or clients any differently than we do our friends. With friends we act naturally, say what is on our mind, are usually truthful and do what’s in their best interests and not our own. Shouldn’t it be the same with our business relationships?
If you need to criticize - begin with praise
No one likes to be criticized, even though at times we all need a push to do something a little bit better. Sometimes, we might need to give a little more thought to our words about to be spoken before we begin to say something or take action.
Let the other person feel like it’s their idea
No one likes to feel they are being sold something or told to do anything. We like acting on our own ideas and doing what we want or desire. We, as humans, love to offer advice, make suggestions or to even share an idea. And, by doing so, we impress people that it’s “our idea.” So, isn’t it wiser to make suggestions and let the other person find the conclusion themselves? Rather than convincing someone on your idea, try something different.
Do more than the customer expects
Have you ever been pleasantly surprised by a purchase or customer service experience where the provider went above and beyond what you anticipated? Imagine this scenario: You’re quoted $750 for a brake job on your car. When you return to pick it up, they inform you that the final cost is lower – only $625. Not only that, but the work is completed earlier than promised, and your car has been cleaned inside andvout. Such experiences stick with us, don’t they?
You better know ‘top five’ - if you are in sales
When I first started my sales career at Xerox Corp. in 1976 I was taught a few basic principals that have stayed with me ever since. This proven formula allowed me to be the No. 1 salesperson in the U.S.A., my first year right out of the gate at Xerox out of a national sales force of 11,000. To this day, I continue to follow this basic doctrine to achieve whatever goals that I may have set.
Their interests not yours
This subject is a little difficult for me to discuss because I am so guilty of doing this more than I should. It is a bad habit and it has been said the first step is to realize what the issue might be and then try to deal with it. I am a talker and sometimes I talk too much or act like the puppy who wants to show you every one of their toys. I sometimes get excited, which in turn makes me talk more than I should. We should always try to talk and listen in terms of the other person’s interests.
Focus on what other person wants
Fish like eating worms, but you prefer cookies. When you go fishing, you won’t bait fishvwith cookies. You would think about what they want, not what you want. If you want to persuade someone to do something, you should think, “How can I make this person want to do it?” Pretty much common sense, but most of the time we don’t think about this before we talk. Due to our personality or past history, we sometimes react without thinking and by doing so we are concentrating on ourselves.
Don’t criticize anybody for anything
Most of us do this at one time or another, and it just might be in our human nature. Our parents or grandparents taught us as children not to criticize anyone, and they were right. It’s so easy to see yourself in a good light and at the same time focus on imperfections of other people. Criticizing people will typically lead to a lose-lose situation that only creates distance, spreads negative energies and causes tensions.
Be like Disney World
Taking your kids and grandkids to Disney World is not really a “vacation,” but it is an experience. At the end of a long day, after watching the expressions of a 2- and a 4-year old enjoy the magic of Disney, this grandpa is ready for some quiet time. Disney is unlike any place you can visit with respect to entertaining a family with not only great attractions, but it’s also known for its exceptional customer service.
Salespeople should not say these phrases
Salespeople, like anyone else, can sometimes make mistakes or use phrases that might not be the most effective. In fact, it can backfire and cause the customer or prospect to not trust or even like them. Words matter and in most cases, less is more. Salespeople feel the need to talk in many situations and can’t accept empty space or silence.
It’s not what you’ve got, it’s what you see that makes a difference
The headline speaks to the power of resourcefulness and skill over simply having more or better tools. It’s about how you apply what you have, whether it’s talent, knowledge, or opportunities, that truly defines success. It’s a reminder that efficiency and creativity often matter more than just abundance. I was the model student at Cleveland Heights High School. I graduated third in my class – from the bottom.
My MC Hammer pants are gone
How many times do you look in the closet or drawer at a new sweater, shirt, pants or any article of clothing that you bought a while back and say, “you know should I wear that now, or should I just wait for a special occasion?” I know that I do that. We typically wait for that special occasion. It might be the vacation we are always talking about, the car we want to buy, the hobby we will pursue. It can possibly even come down to the talk we will have with a great friend or family member.
Adopting the top 10
There are things in our life we can control and others we cannot. For instance we can try to eat right and exercise, which can help in controlling heart disease and cancer, but we cannot guarantee that we would not succumb to those diseases. It might be the personal choices we make that will guide us to a happy life, while still trying to dodge the curveballs being thrown to us along the way.
Have fun in selling
Rejection is the game of sales. Without it, most sales would probably never happen. People usually don’t say “Hey, whatever you’re selling, I’m buying!” To be a great salesperson means understanding that rejection is part of the sale, in fact a big part. You must get the no’s before you get the yes’s. If a customer buys “real fast,” they might quit using you just as quickly due to having zero loyalty. Great sales take time, thought, building up some sort of relationship, and of course creating trust.
Ten things to live a happy life
Living a good, happy and fun life sometimes involves cultivating habits and mindsets that contribute to overall well-being and contentment. Here are 10 principles to consider: Practice kindness, gratitude and compassion: Treat others with kindness and empathy, as this not only brightens their day but also brings a sense of fulfillment and happiness to your own life. Regularly acknowledging and appreciating the positive aspects “or good stuff” of your life can bring happiness.
When will you need full-time sales manager
A company typically needs a full-time sales manager when it reaches a certain size or complexity in it’s sales operations. Think about this. Who is going to do the interviewing and hiring necessary when the company starts to grow? Who will be the person responsible for training the sales people in product knowledge and especially professional selling skills? Who is the person that will observe the salespeople and help them go to a higher level of performance.
Network like a kid
Everybody talks about networking. You know, working the room, making new connections, updating your contacts, or even forming a few new relationships. As in many types of human interaction, there is an art form to it. Networking takes time and practice. To master anything or to excel at something takes concentration and effort and of course desire.
Cuban gets it
Mark Cuban, the outspoken billionaire entrepreneur, known for his wit, wisdom and unorthodox approach to success and “Shark Tank” investor, often emphasizes the importance of a customer-centric approach in business. His statement, “You are not trying to convince people, you are trying to help people,” summarizes a crucial philosophy with respect to selling, sales culture and entrepreneurship.
Free air - really?
This is a subject we should not be discussing or giving any thought. We are a fortunate bunch of people here in the United States. We have all the comforts we will ever need. We even have big comfy chairs that will massage you while you are at home, while watching massive 85-inch TVs or iPhones that will allow you to watch TV or Netflix. We have it all, yet we still complain about so many things that we don’t have.
Show More
loading
Actions
Is this you?
As a journalist, you can create a free Muck Rack account to customize your profile, list your contact preferences, and upload a portfolio of your best work.Get in touch with Hal
Contact Hal, search articles and posts on X, monitor coverage, and track replies from one place.
Learn more about Muck Rack