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 …
An effective way to build credibility &/or mend a bad relationship in sales Fall on Your Sword: Definition: To voluntarily take the blame or responsibility for a situation. It’s an all-too familiar scenario these days – the challenges caused by the lack of resources coupled with the supply chain issues . . . A customer or …
Here’s a list of words you shouldn’t say in sales. Do your best to replace them with the other list. Again, they may not smack you in the face as incredibly wrong – these are subtle differences. Subtle differences that can mean the difference between winning & losing: Every once in a while it’s not …
We’ve all heard the phrase, There is no hope. We’ve heard, Hope is not a strategy. Serious sales pros know Hope is a brutal strategy for selling. Yet many salespeople eke out a living by “quoting & hoping”. They do. You may know a few of these salespeople. If you aren’t committed to using a …
