Nothing Happens Until…

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

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

  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

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

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

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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