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, […]
What’s Wrong With Being Too Nice in Sales? 5 Answers Coming at You Read More »
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
Pay Time vs. No Pay Time Read More »
Who? Amy asked. Who are you talking about? Paul replied, “You know, the salesperson for ABC Company”. What salesperson? Asked, Amy. I never met a salesperson from ABC Company . . . Have you ever been that salesperson? That salesperson that Amy and countless others cannot recall for the life of them. If you were,
They’re out there. Everywhere you go you will run into someone who thinks they know more than you do on any number of subjects. That is our society these days. Blame it on Reality TV if you like. The News certainly perpetuates this. Politics definitely fans the fire. Fact is, if you are a salesperson,
Selling to DIVAS and Know-it-Alls Read More »
It happened again! A client with an idea for a blog. Speaking with this client last week (a sales leader with a strong pedigree) – he made a pretty cool comparison – Chess and selling. His comment was, “I wish our Sales Team would look at a deal and think 2 or 3 or 4 moves ahead
Selling and Chess: Same Game Read More »
You’d have to search pretty hard to find anyone that has seen the movie Caddyshack that didn’t love it. It’s great. Rodney Dangerfield, Chevy Chase, Ted Knight. Who can forget Judge Smails putting pressure on Danny to putt on the final hole? “Well, we’re waiting!” Pure Smails. This could hurt. Someone asked a while ago,
Why Do They String Us Along? Read More »
Some of the best ideas for blog topics come from clients. This one is right up there. Working with a client before the holidays. The topic was Time Management Skills. Not the sexiest topic on earth, but so important for many people. We were hovering over the occupational hazard of procrastination. A few minutes into
Stop Procrasticleaning! Time to FOCUS! Read More »
Attention readers: This IS NOT a piece on positive mental attitude. We all have good days and bad days. This is only to suggest that, given the choice, most people would prefer to surround themselves with positive and charismatic people. Thanks to the salespeople and sales leaders out there taking a little time to read
Can We Bring the Fun Back to Selling? Read More »
We will never stop giving props 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
The Twelve Days of Selling Read More »
What would the holiday season be without the “It’s the Holidays blog”…? It’s that time of year. Time for a reality check. How many salespeople do you know that go on cruise control between Thanksgiving and New Year’s Day? How many companies do you know that will actually admit to winding things down right about