As part of my sales training for my clients, we hold monthly telephone calls with small groups of sales people. On those calls, we talk about deals they struggle with, opportunities they see and tactics on how to land those prospects. On a recent call, I was asked about goal setting. Specifically, “How much time […]
One of my favorite books of all time was a 60-pager written by Stuart Wilde called, “Life Was Never Meant to be a Struggle.” In this book, he addresses how life demands effort, but not struggle. As he defines it, “struggle is effort, laced with negative emotion.” In sales, we struggle a lot, don’t we? […]
Last week, I got called by a CPA firm who wanted training for their people. This you must know: CPAs are not very good at selling. It’s not that they don’t have the expertise. That’s not it at all. It’s that selling spooks them. It’s not in their comfort zone. So, when I get a […]
Lots have been written, some tediously so, about Sales Process and Sales Methodology. It will make your eyes glaze over. So in this article, I want to clarify what each of these is (in my opinion) and also share a third, more important area of growth for sales driven companies: Sales Philosophy. Just for clarity, […]
The other night I was at a dinner party with a handful of people and noticed an interesting dynamic. There was one gentleman there who was dominating the discussion. He would never ask anybody else a question – but would always have comments and opinions on what others said. As I’ve said before these kinds […]
Recently, Stacey Dash (unknown to me until I saw this and researched her) was on Meredith Vieria. Personally, I don’t watch Vieria mainly because of the tact she took in this “interview.” The video is below. Watch it, then come back and read on. I love this girl! Unafraid to speak on a hot, controversial […]
On this week’s audio post, I want you to evaluate who you spend most of your time with. Are you surrounding yourself with people that you admire and look up to? The people you choose to be around are a direct reflection of who you will become. The rule is, you are the average of […]
On this week’s audio blog, I’m going to challenge to do something different. I want you to spend some time selling yourself to yourself. Do you believe in your personal value? Do you believe in the product you are selling? If you don’t, it will come across to your prospects.
Ability and Capability are typical used synonymously but they do have one big difference. Capability is the future, is a person capable of doing more than what they are doing now? We need to spend more time on Capability and what we are Capable of doing.