You’ve heard of the “school of hard knocks”: The (sometimes painful) education you get from life’s usually negative experiences, often contrasted with formal education. It’s reality. It’s when your mom & dad used to say, “Welcome to the real world.” There are few professions other than sales that experience this “school” every single day – […]
Sales: What They Don’t Teach You in School Read More »
Spend a few decades training & coaching salespeople & you see patterns develop. One that rings loudly is the tendency for some to take the easy way out, to not go for it. As a mentor of mine used to say, to Wimp Out. With that in mind let’s talk a little about guts. A
If I Could Be Gutsier in Sales! Read More »
What a great day! For this lad that hails from the Isle of Man (great, great grandparents on dad’s side) it sure is fun. Until the millennium, St. Patrick’s Day was never a big deal in Ireland. The whole fuss surrounding today was invented by ex-patriots around the world looking for an excuse to celebrate their Irish roots, not that
Hope is Not a Strategy for Selling (& Neither is Luck) Read More »
Who wasn’t raised to “Be nice to people?” Growing up, how many times did you hear, “Don’t do that, you be nice to your brother or sister?” Your mom or dad often said, “That’s not nice, say you’re sorry.” That’s just good rearing. The kind of advice that you’d get in any parenting book. So,
5 Times You are Acting too Nice in sales (adding NO VALUE) Read More »
In sales there is no better advice than to get on with it (or get off of it) as soon as possible. How much time do you spend on opportunities that never pan out? How much time & how many brain cells get toasted spent hoping a deal comes through. How many real opportunities get
Get to Reality Quickly! Read More »
It’s 2020. In sales, if you are not THE BEST thing your clients & prospects have ever seen then why do they need you? Truth is, they don’t. There is not a person with any buying power, decision making responsibility or authority that needs another “salesperson” in their life. Yet, some salespeople still think they
Canned Sales Pitches are so 1980’s Read More »
Sales. How can you not love sales? One of very few professions where you sit back, look at the past year, feel great about a great year (or crappy about a crappy year) & have nobody else to thank (or blame) but yourself. Sure, you had help. You have products & services. Yes, there is
How was 2019? You Only Have Yourself to Thank . . . or Blame Read More »
OK, we’re a week into 2020. You’ve had enough time to settle in. You’re grinding. Business as usual. Here are 3 questions for you: How “usual” will things be this year? Better yet, what’s going to be different this year? More specifically: What will you do this year to take your sales to the next
It’s 2020. What’s Going to be Different this Year? Read More »
A great question to ask yourself: If I am not the best thing my prospects & customers have ever seen, then why do they need me? Fact is, they don’t. We’re 8 days away from 202o. You know this: your products & services are better than ever. Technology is faster than ever. Quality is top-notch.
Props, again, to Christy Seitz for this idea – The Twelve Days of Selling. Thank Christy for this one if you like it. If not… it’s all on me. On the first day of Christmas, my sales coach said to me get to reality. On the second day of Christmas, my sales coach said to
The Twelve Days of Selling Read More »