One of my favorite ways to overcome any sales obstacle is using the phrase “You told me…”. To get to this position, you have to have done a really good…
Every year, about this time, people are busy working new plans for the new year. ‘New year, new you,’ as the saying goes. And that lasts until about…
Be proactive not reactive. You have heard this advice before, I am sure. The proactive get to dictate the terms of their own success, while the reactive…
Selling is not overly complicated. Call on enough people who are strategically and economically aligned with what you sell, ask for enough money to be…
I’ve never cared for the word cheap, and I always thought it is what it implies. We have become a society that searches for and demands everything be…
Lefty Gomez was a baseball pitcher in the 1930s for the baseball team I hate the most on this planet. Some of my least favorite childhood and adult…
In the world of selling, we face all sorts of objections and nonsensical reasons why our clients and prospects won’t purchase something from us. We have…
I finished writing a book. I didn’t start out with that intention, but I ended up doing it anyway. What prompted that you may ask? I have several…
There are hundreds of examples of things you should do and just a many of things you should not do. If we just look at what we don’t want to have…
The past week, like every week, I prepared for our weekly sales meeting with my team. One of the topics of conversation was about the framework of the…
If you grew up in my house, you could hear my mother say, “If you can’t say anything nice, don’t say anything at all.” I have two brothers and we are…
In my world, we work on two different problems sets: process problems and personnel problems. When presented with a business challenge the first…