Nothing Happens Until…

September 28, 2012

I never had a bad opinion of selling. I grew up with a mother who sold shoes for over 50 years so selling to me was something good and honorable. It allowed you to help others while also earning money. And, when I realized that your income was dependent upon how much you sold and […]

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Feedback – Breakfast of Champions

September 25, 2012

The sales people that hire me as a coach and consultant succeed before they even show up for our first session. Why? They’ve realized they need outside feedback from someone who can spot what they’re doing wrong and what they’re doing right and give them the kind of feedback they need to improve. Every pro […]

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Deliberate Awareness

September 21, 2012

  Whether you like sports or not, you’ve got to know that successful athletes have great stories about the stuff they overcame to get to the top. One of my all-time favorite stories is still the one about Michael Jordan. After practice he would stay and shoot another 200 baskets, every practice. Tiger Woods, Tom […]

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In a Bad Economy, Price is NOT the Most Important Thing

September 19, 2012

In a bad economy the assumption too many sales people make is in believing that price is the most important thing to a customer. Even if they say it is, it’s not. People may say they’re watching their money, but what they mean is they’re keeping an eye on the value. If you don’t believe […]

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Secret Sales Weapon

September 13, 2012

One of the things that always surprises me about experienced sales people is that they still tend to believe there’s a secret sales weapon out there. They go to conferences, they hire coaches, they read books, they buy DVDS of motivational speakers and then after all that their sales are still down. “What am I […]

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The Diplomat

September 7, 2012

We’ve all known at least one great diplomat in our lives — you know, the person who can tell you to “go to hell” in such a way you look forward to the trip. It’s an amazing skill and one not easily acquired. But it’s worth pursing, particularly in sales. Why? Because you’re going to meet […]

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Thriving in Tough Times

September 4, 2012

A friend of mine was telling me about a story she’s writing about marketing in tough times. She pointed out that companies like Hewlett-Packard, Airstream Trailers, Fender Guitars, Les Paul and Adolph Rickenbacker guitars, Coleman camping gear and other iconic companies were all started at the peak of, or like Coleman, were in business around […]

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Be a Better Person First

August 30, 2012

Personal growth trumps skills every time. A salesman I once knew, let’s call him “Sam,” (not his real name), was the best real estate agent in his 20 person firm in terms of real estate knowledge. When it came to knowing real estate law, contracts, how to get the best deal, anything having to do […]

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Don’t Be a Knucklehead

August 9, 2012

In a blog post last week, I wrote about not taking business advice from professionals such as attorneys and accountants. Today, I’m here to tell you that when you find yourself in a situation that feels like you need legal advice or you just got a letter from the IRS about anything, it is definitely […]

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Advice

August 3, 2012

There are good accountants and not-so-good accountants. There are good lawyers and not-so-so-lawyers. There are good bankers and not-so-good-bankers. You’ll have to choose based on references and your own intuition – at least the first time you use their services. If you own your own business or are thinking of starting one, then the the […]

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