Thumbnail image for I Love to Connect

I Love to Connect

February 23, 2012
One of the things I love so much about sales is the opportunity to meet and connect with people who are wired differently from me. Yet I realize that this very thing I like the most can also be the most challenging. That’s because not everyone is motivated to do things in the same way.

Check this out →
Thumbnail image for Sales Process: Get a Second Opinion

Sales Process: Get a Second Opinion

February 15, 2012
No matter how refined your sales process, even sales representatives with years of experience like me have customer situations at times that are just confusing. No matter how you look at the situation, it seems like you keep coming up against the same wall you saw just a few minutes before. Whoa! Where does this

Check this out →
Thumbnail image for I'm a Tough Guy to Sell!

I'm a Tough Guy to Sell!

February 10, 2012
I have decided that I’m a tough guy to sell. I’m basing this new revelation of myself on the performance of a salesperson this week that I had an interaction with. Can I just tell you that this guy drove me bonkers? I almost had to break out my kit! First let me give you

Check this out →
Thumbnail image for Are You Sowing Seeds?

Are You Sowing Seeds?

February 3, 2012
It’s been my experience that most of us in sales don’t relate much to farming or planting. But I think we should! We really have to understand the value of planting a small seed. You see, we can plant very small seeds, add a little water and fertilizer, and watch them grow into beautiful flowers

Check this out →
Thumbnail image for Do You Know Your Product Better Than You Know Your Prospect?

Do You Know Your Product Better Than You Know Your Prospect?

January 24, 2012
Most salespeople think that they must know every nuance of the product or service that they are selling. So they spend hour after hour learning every little feature of their products and services. Even companies contribute to this process. Back some 30 years ago, I worked for a technology company. As part of their training, I was

Check this out →
Thumbnail image for Are You Fit?

Are You Fit?

January 18, 2012
I’ve been using a really cool app on my android phone called My Fitness Pal. You can find the online site here. I know that they have the app available for both Android and iPhone operating systems. It has my highest recommendation because it works! It makes keeping track of the food you eat really

Check this out →
Thumbnail image for Are You Off to a Great Start in 2012?

Are You Off to a Great Start in 2012?

January 11, 2012
Last week for our Gold Members, I created a webinar that focused on all the reasons why you should be setting goals, but more importantly, how to go about it in a way that is meaningful and constant. If you haven’t established your 2012 goals yet, I have a question for you to consider: With no

Check this out →
Thumbnail image for Customer Service Matters

Customer Service Matters

December 29, 2011
Barnes and Noble wants me to shop exclusively at Amazon. That is the only conclusion that I can draw based on my recent experience with them. It may seem trivial, and it's definitely a "21st century problem" (in the spirit of "white girl problems"), but I'm a firm believer in the idea that if you

Check this out →
Thumbnail image for Year End Thoughts

Year End Thoughts

December 28, 2011
I know that most of us are still thinking about all the cool stuff we received from Santa for Christmas. For those not thinking about Christmas, you have already begun to focus on your New Year’s Party plans. However, I’ve got a recommendation for a great way for you to use this often dead time.

Check this out →
Thumbnail image for Snail Mail Still Relevant

Snail Mail Still Relevant

December 8, 2011
I consider myself a big fan of technology. I love the cool things you can do with it, how it makes so many things easier, and I try to take full advantage of all the high-tech products I can afford. I have more computers than one person really needs, 3 TVs with HD DVRs (I

Check this out →
Thumbnail image for Holiday Selling

Holiday Selling

December 1, 2011
Any salesperson will tell you that selling during the holidays can be quite challenging. Even though people are generally in a holiday mood, it seems the last thing they want to do is focus on the business at hand. Yet, the best salespeople never lose their intensity and actually are able to continue to sell

Check this out →
Thumbnail image for Is the Customer Always Right?

Is the Customer Always Right?

November 23, 2011
If you sell long enough, you will run into situations in which the customer has drawn the wrong conclusions about what you and your company are providing them. To a new salesperson, this can be irritating at best and devastating at worst. Don't let this be you It’s irritating because you have to invest far

Check this out →

← Previous Entries