When Was the Last Time You Thanked Your Customers? On Thursday, many families (that couldn’t get together last year, for obvious reasons) will go one-by-one around the dinner table & announce one thing they are thankful for. Feel good moments, for sure. My favorite is when one of the younger nieces or nephews, not comfortable …
7 Examples of how Your Business is No Different Than All the Others “You don’t understand, Dave, our business is different.” If I had a nickel for every time I heard that over the last 30 years, I’d have a stack of nickels this high! (it’s a pretty high stack). Nineteen out of twenty times …
Can you remember, back in the early days of your selling career, when you would get excited because you found someone that was interested in talking to you about your product or service? Be honest. Have you ever gotten that feeling in your stomach when someone was curious to learn what you do? OK, have …
Interested, Curious & Wondering Ain’t Buying Signals Read More »
We’ve all been there. Glued to the TV. It’s 4th down with .03 seconds to play in the 4th quarter. Your favorite team is down by 4 or 5 points & has the ball on their own 35-yard line. Time for one more play. Yes, a pass. The HAIL MARY. Sometimes it works. Sometimes, not …
Two truths to start: Admittedly this author has not dated in a very, very long time (1991 to be exact). At least half (if not more) people reading this have never even heard of the TV Game Show, The Dating Game. Doesn’t matter. What does matter is that we’re all salespeople AND if you have …
Think of some of the most successful self-made people you have ever known. Doesn’t matter what they do. Doesn’t matter what they did. They could be athletes, could have been business owners, could be investors, could have been celebrities, could be salespeople, could have been artists. Doesn’t matter. What does matter is the term self-made. …
“I can’t ask that!” “We can’t say that!” “They’ll never tell us that.” We’ve heard it all. So many salespeople & sales leaders convince themselves of all the things they “can’t” do during their interactions with prospects & customers. All the things they can’t ask. All the things they can’t say. And it works. They …
Let’s have some fun. We’ll make statements. Statements about things that happen to you often in sales. Reply to the statements with TRUE or FALSE. Let’s see how you do. I must educate my prospects as much as possible I have to answer every question my prospect/customer asks If my …
You’ve likely seen or heard this quote before. If you didn’t know that Henry Ford is the one that said it (way back in 1906) then that’s a nice bit of trivia for you. What’s it mean? That’s easy. It means “we do what we believe we can do”. We also don’t do what we …
Success. That’s what we’re talking about here. How bad do you want success? Stupid question? Maybe. You’d be hard-pressed to find anyone that says they don’t want it. We surround ourselves with salespeople, & that’s one cast of characters that definitely says they want success. They want it. They need it. They deserve it. They’ve …