I love good news. On Thanksgiving Day, I got this email from a customer. Read it… I was only 1 year into my first sales manager’s assignment at the time of ordering for the Audio Program. The territory was also...
Read MoreI am going to say something kinda obvious here today. But it’s important that you read it this obvious statement, and that you read what I have to say after that. Here goes… People make decisions in their minds....
Read MoreHere’s my Sales Thought for the Week… I am excited about this Christmas and you should be too. I am excited because of the plans I am making for December and for early 2009. Planning and thinking ahead creates...
Read MoreYou know when I started sales, I was excited to become a better presenter. I thought that being a great presenter would be exciting, fun, and make me feel awesome watching people ooohh and aaahh over my great oratory skills....
Read MoreYesterday I made the decision to buy some new software. This isn’t for my business, but for a local non-profit I am on the board of. Yesterday morning I had a telephone meeting to review and discuss the proposal for an...
Read MoreProspects get mad at you when you do stupid stuff while selling. This week I’ve been buying some new software for a non-profit I am on the board of. It’s been an interesting experience, being the buyer and seeing the...
Read MoreWhen I was kid, I got a bloody nose more than once. I know for sure that I got more than my “fair share” of bloody noses. In fact I got my nose bloody – and broken – 5 times before I turned 18....
Read MoreA high activity level is a crucial success factor in selling. Sales people who prospect every day, or give presentations every day, or close every day have strong sales muscles. Strong sales muscles because they are exercising...
Read MoreMost sales people don’t have the guts to sell like this. Most sales people sell the features, and then wonder why selling is so hard. They wonder why they struggle with closing only 5 or 10% of the prospects that they go...
Read MoreHope. Fear. Anxiety. I don’t know about you, but I have been experiencing a lot of intense emotions from friends and the people I regularly come into contact with over the past few weeks. Personally I stopped thinking much...
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