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The Dichotomy of Selling

I have a new favorite word lately. It is “Dichotomy”. The dictionary defines it as “division into two mutually exclusive, opposed, or contradictory groups”. The reason I like this word so much is that is embodies the concept of balance....

Welcome to the New Normal

OK, It’s all over right?. Nothing to see here. Move along and go back to your normal routine. If you or your prospect didn’t spend 6 weeks in a hospital room hanging on to life by a thin thread, then the best course of action is to just go back to doing...

The Politeness Handcuff

I got quite a bit of feedback from my recent writing on the subject of what a good selling relationship is. Some took offense to the idea that being friends isn’t necessarily the most effective relationship to have with clients, and others just took it as a...

Selling with the Right Relationship

I’m a friendly guy. Those who know me know that I start conversations all the time, with anyone in range of my voice. Elevators, buses, out on the street, anywhere. I’m a people person in that I am genuinely interested in other people and what they think...

Moms Rule vs Mom’s Rules

In case you forgot, Mother’s day is only a few days away. If that suddenly caused a feeling of panic in your gut, relax, you still have time for Amazon Prime delivery to make it in time. Mom’s are pretty great when you think about it. Outside of the...

Sales Math and Prescription Medication

A doctor friend of mine and I were talking on the phone a few weeks ago. In answer to a question I asked, she dropped some interesting facts that apply to the world of sales. On average, when a doctor prescribes medication to 100 patients, 1/3 of the patients will not...

Don’t Be Part of the Noise

Part of what is hard about being in sales is that most of society makes a very false negative assumption about you. Many people look at a sales call or prospecting interaction as an intrusion, a disruption, an interaction based on a one sided equation of value. To be...

Revisiting the Measure of Success

It’s somewhat challenging to produce any content right now (Podcasts, Blog posts, email newsletter) without the topic revolving around our current economic and pandemic crisis. I mean, I don’t want to be “ALL Corona, ALL the time” like the news...

It’s About Tomorrow, Not Today

There’s a meme I like. The picture is of an empty glass sitting on a counter, complete with a little condensation ring at the bottom. The caption reads as follows: “Dear Optimist and Pessimist, while the two of you were busy arguing about the glass being...

Life Rule #1 Applied to Sales

We’re living through some scary times right now. There is a lot of uncertainty. I personally know many people who were furloughed last week, or even laid off. You probably do as well. In times like these, it is easy to panic, and let emotion take over....