There Are 2 Ways to Deal with a Sales Problem
There are 2 ways to deal with a sales problem; emotion or logic. I bet you can guess which one of these 2 options are chosen most often. It’s sad…
How the Top Pros Make It Look So Easy
If you have had the privilege of observing someone who is at the top of their game, you probably were in awe at how easy they made it look. They…
The Secret to Getting the Best Leads
There are 2 distinctly different types of sales positions. There are positions where leads are provided and those where they aren’t. My observation is the masses of sales professionals want…
The Importance of Telling the Story
Last week my family and I enjoyed a week at the coast. Every summer we rent a beach house overlooking the Atlantic Ocean. The view never gets old. There is…
Partnership
My grandson Graham is 3 years old. He is dependent on others. He does most of what he’s told, doesn’t really question authority or decisions made for him, and he…
Leave Them Better Than You Found Them
Between the ages of 11 through 16 I was a member of my local Boy Scout troop. I still consider it one of the best formative experiences of my youth…
Where the Best Opportunities Can Be Found
in the late 1800s, Russell H. Conwell published a book titled “Acres of Diamonds”. It was a parable about a wealthy man who came to know about a rare and…
A Powerful Question to Focus Your Life
“How, specifically, do you want your life to be better at this time next year?” – James Clear, author of Atomic Habits. I recently read author James Clear’s bestseller “Atomic…
Overcoming Call Reluctance
In my work with individual sales representatives and sales organizations, I have a bird’s eye view of what separates top salespeople from all the rest. One of those differences has…
Teaching Someone New
This past weekend, my wife and I kept our granddaughter for the weekend while her parents were away. My granddaughter is 6 years old and almost finished with kindergarten. It’s…
Are You Busy or Are You Busy Being Busy?
Here’s a great question to ask yourself frequently, particularly when you find yourself struggling to keep your head above the water handling lots of projects and activities in either your…
Your Success Formula
Whether you recognize it or understand it, you have a success formula. Everyone does. Every business, every athlete, and every salesperson have a recipe or formula that leads to success.…