Uncategorized

The title says it all! In the field of communications, radio silence refers to a period or condition when radios are not transmitting.    In military operations, radio silence is usually a command issued from above, as out of fear that an enemy might intercept a signal. And maritime radio operators, for example, might follow a directive of radio […]

Most people are just naturally poor listeners.  They are distracted, worried about what they are going to say or flat out bored.  Others (a select few), have perfected the knack of being attentive & actively participate in listening. You know who they are – they’re the ones you go to when you need to get

Salespeople (the remarkably successful ones) build mental toughness (mental muscles) the same way they build physical muscles – exercise. Good habits (like cardio & lifting weights) will help you grow stronger. But, giving up the bad habits (eating too much, sitting on the couch, etc.) is key if you really want to make progress. It only

It’s inevitable. In 2022, businesses in almost every industry see the need to increase prices. This is happening for a number of reasons, including: An increase in the money supply A decrease in the production of goods & services An increase in global demand for goods and services It’s called inflation & it is ON!

They’re out there. Everywhere you go you’ll run into someone who thinks they know more than you do on any number of subjects. It’s our society these days. Blame it on Reality TV if you like. The News certainly perpetuates this. Fact is, if you’re in sales, you must find a way to deal with

Very good is the answer for most people – salespeople included Yes, we all know the narcissist. The self-centered, arrogant egomaniac. Always the smartest person in the room. It’s all about him or all about her. You know, the people that really aren’t even close to being as good as they think they are. But

MLB is in a lockout. Spring Training has been delayed. So, let’s talk about changeup Not the kind the pitchers throw. In sales, prospects are always waiting to crush your sales pitch – so don’t give them one. Change it up. Every sales call you go on can really be an ambush in disguise. Current clients &

Delivering Bad News: Address the real problem Regardless of the account, the people or the solution, our job in Sales often involves giving prospects bad news. Not only that, we sometimes do this after our competitors have already given them bad news. To make things even worse, there are times when the bad news we

Are You a Risk Taker? Most people in our lives are not comfortable with risk-taking. To them it’s too . . . RISKY. Buy why?    Why Aren’t People Comfortable with Risk-Taking? People fear the unknown  People fear failure Life is easy when we play it lightly. It’s easy to do what everyone else does.

Negotiation. One of the worst occupational hazards of the sales profession. It’s 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’s inevitable. Inevitable? Does it have to be? Hmm. Hear me out. If a sale