The world is thoroughly inundated with Corona-virus news, rumor, conspiracy theory (no, 5G doesn’t cause COVID-19) and vital information. Each choice you make is flooding into your consciousness via televisions, smartphones, newspapers,talk radio and social media apps. All of this negative news is bound to take its toll on your Read more…
The goal of getting more referrals on a more consistent basis can be easily reached by doing these four things at every opportunity: Commit, Practice, Ask and Follow-Up!
For B2B sales systems to be effective they must be filtered through 3 retail realities: blurred sales process advancement, limited prospect engagement and faster cycle times.
If you are a sales person and you see me walk into your store, be aware… I am that “pain-in-the-butt” customer. I am that customer who has done the research, sought out and even spoken to actual users. To make it more interesting, I may have tried your product or Read more…
It’s going to be difficult for me to explain how much I really enjoyed Jody Williamson’s book, “The Contrarian Sales Person.” It’s not often that an author can fire on all cylinders and craft a story as satisfying as this one… at the same time explaining how sales people can Read more…
Prospecting is the soil in which sales careers grow. Like farmers planting this season’s crops, sales professionals do amazing amounts of research, leg work, and phone calling to turn prospects into paying customers. While no specific prospecting activity is guaranteed, we know that consistent, high quality prospecting always results in Read more…
Projection has always been blind spot for sales professionals. We all have been told some version of the “millionaire dressed like a bum” retail sales parable! At its core, this is a warning not to allow your personal bias interfere with your job as a sales professional. This parable has Read more…
Every sales trainer, manager and sales professional in my age group spent some time studying the works of Tom Hopkins and Zig Ziglar. A few of us dove deeper into the worlds of Frank Luntz, Brian Tracey and others, but Hopkins and Ziglar for a time were the 1-2 punch Read more…
A 2014 Psychology Today article highlighted sociologist Arnout van de Rijt’s experiments at the State University of New York to determine the validity of the adage “success breeds success.” Based on the experiment’s results, van de Rijt described what he called a “winning cascade” phenomenon: “two individuals can be equally Read more…
If you are reading these words, then CONGRATULATIONS! You have done the most powerful thing in your power to move your life closer to your vision of happiness: YOU TOOK ACTION! Whether you are a seasoned sales professional or you are stepping into the sales waters for the first time, Read more…