Where have all the “lay-downs” gone? You know a lay-down – the easiest sale you have ever made. It takes no work. A customer or prospect called or emailed & practically said, take my money, we need 024help! Have you had your lay down yet this year? If you did congrats – if not you […]
Sales is a Game of Inches Read More »
5 Steps to 2025 Goal-Setting Let’s get this out of the way right now – this will not be the sexiest blog you have ever read. Not at all. The topic is goalsetting. How sexy is that? Not sexy, but necessary. We’re 8 weeks away from 2025. If you haven’t thought about what your 2025
Goal Setting: It’s Not Sexy But it’s Necessary Read More »
You Can’t Coach Heart! We’re deep into it! Football season. Today begins week #9 of NCAA action – The NFL just finished week #7 last night. Football fanatics consider this the greatest time of the year. Tailgates, trash-talking, Top 25, fantasy picks &conference &/or division rivalries. Fun, for sure! Is there anything better than highlight
You Can’t Coach Heart Read More »
How Bad do you Want it? Success. That’s what we’re talking about here. How bad do you want success? Eric Thomas (author, speaker, educator, pastor) gets credit for asking this question in the motivational talks he gives around the country. And it is one doozie of a question. On the surface it may seem like
How Bad do you Want it? Read More »
Canned Sales Pitches are so 1980’s! If the image above doesn’t scream “USELESS SALESPERSON” to you, then nothing does. The finger point! The wink of the eye! The word “awesome!” Makes my skin crawl. How about you? It’s 2024. In sales, if you are not THE BEST thing your clients & prospects have ever seen
Canned Sales Pitches are so 1980’s! Read More »
Said it. Got that out of the way. Want to read it again? You do not need the lowest price to make sales! The best part about this claim? Most all of you know it’s true. Most all of you have made sales within the last 18 to 24 months where you know for sure
Salespeople, You Do Not Need the Lowest Price to Make Sales! Read More »
Sales professionals out there! Would you be open to doing a frightening exercise? Take the last 3 deals you worked on (or 3 current deals) & ask yourself this question: Do I really understand what (insert prospect) is actually trying to accomplish? Do I really understand the problem? Completely understand? Without question? 100%? You know
Do you really “get” your prospect’s problem? Read More »
The 2024 Olympics came to a close a few days ago. Lots of champions were awarded. Some for the first time. Some repeat performers. It was great to see (no matter which country you’re from.) Who doesn’t love a champion? Makes us want to reflect on our own profession & whether or not we are
Are You a Champion in Sales? Read More »
Most of you have seen or heard the famous quote from Henry Ford: Whether you think you can or you can’t, you’re right. It’s a doozy! Once you think it through it makes all the sense in the world. “That’s right! I can do anything I put my mind to. I got this!” It’s good.
Top 10 Things Salespeople Say They Can’t Do – says them. . . Read More »
Sales leaders out there, how familiar does this sound? One of your salespeople (Paulie Poorcloser) arrives at the office between 8:15 & 8:45 (like he does every day). He hasn’t been in the office before 8 AM since the first week he was hired – 12 years ago. Or in the hybrid world, he hasn’t
Order-Taker or Order-Maker? 5 Things Contributing to a Salesperson’s Order-Taking Status Read More »