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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 and practically said, take my money, we need help! Since we are in October, you probably had your lay down already this year. If so, congrats!

Why do people enter into the sales profession? We have heard quite a few answers: Real answers from real people in real sales jobs.  Hang out with salespeople for long enough and you will learn that these are common reasons early in sales careers. Keep hanging out with them and you will learn that these

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