Uncategorized

Negotiation. One of the worst occupational hazards of the sales profession. Most will say: Not fun. Nobody ever looks forward to it. We want it to end up a win-win for both sides (but does it ever really turn out that way?). It is inevitable. Inevitable? Does it have to be? Hmm. Hear me out. […]

A common phrase in Sales: “People buy from people they like.” True. Another over-used phrase: “People buy from people they trust.” No argument there. Like and trust are important things to strive for in sales. Good end game goals. But, you don’t start there. You start by helping people become comfortable with you. That takes

As people (in our personal life), being agreeable with others (friends, family members, etc.) is a fine quality. A quality that rarely (if ever) will get you in trouble. There is no harm in being a “great guy” or a “very understanding  woman.” In our personal life. As employees (in our business/work life), with management,

Hang on: Explanation coming. Think of yourself or your Sales Team (on sales calls, on the phone, on e-mail, while prospecting, during follow-up,  dealing with customer issues, and on and on and on . . .) What are they doing? What are they saying? How are they acting?  In June of 2026 you likely have

“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 when a business owner or VP or Sales Manager says this about their

If you think it does not matter where you sit on sales appointments, you are wrong. If you think your customer is always “in charge” and will tell you where to sit, you are also wrong. Where you sit matter and . . . you do have a say. Please note: This is written and

It would be hard to think of a better day to discuss Equanimity than Cinco de Mayo!  A big thank you goes out to Troy Frye for introducing me to this word – Equanimity. But how does it relate to Sales, let alone Cinco de Mayo? First off, Equanimity has nothing to do with Cinco

Could Zig Ziglar have said it any better? Not a chance. He nailed it with this one. Maybe he could have said “showering” instead of bathing (who takes baths anymore)? Still a great quote. Daily. Key word there. Motivation is a daily chore. Like house chores. Take a day off from motivation and your house

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,

Salespeople have lots to do. Some of the things we do directly “pay us” while other things do not. Sales studs & studdettes have a tight grasp on the activities that they should spend time on during “Pay Time hours” & do those activities first. Since we don’t punch a clock in sales, the activities