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
7 Things You Can Do to Become a Better Listener Read More »
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
12 Things Superstar Salespeople Don’t Do Read More »
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!
Price Increases. Time to Increase my Customer’s Price, Again! Read More »
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
Selling to DIVAS (aka: Know-it-Alls) Read More »
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
Do You Have Any Idea How Good You Really Are? Read More »
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 &
In Sales, Throw ‘em a Changeup Read More »
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
Delivering Bad News: Address the real problem Read More »
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.
Are You a Risk Taker Read More »
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
Not Another Negotiation! Read More »
Goodbye 2021 This is no Happy New Year blog. Not gonna do it. Too many of those floating around social media this week. This is a Goodbye Old Year blog. Let’s say Goodbye to all the crap that got in your way in 2021. You know, all the B.S. that kept you from reaching your