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What’s the Question?

I got a lot of questions on Monday. Are you really moving? Did you really buy THAT car? Did you really take that job in a different city? The cause of all those questions was my relentless barrage of April Fool’s jokes. I’m pretty brutal with April Fools....
Mirror Mirror, on the wall…

Mirror Mirror, on the wall…

There’s an old story about a lumberjack who starts his career. He buys an axe, he chops down trees. After a few years, he notices he’s chopping less trees per day, making less money. So he gets up earlier, works harder, and yet his production still...
The Kindness of Strangers

The Kindness of Strangers

There’s a lot of news coverage on the effects of social media lately, especially on children. I recently listened to podcast where the famous Dr Phil was being interviewed and the subject of social media’s effect came up. Dr Phil said something that stuck...
Chasing the No

Chasing the No

Prospecting is painful to most people. I’ve seen countless situations where management stops pushing and holding the team accountable to prospecting activity, call avoidance sets in, and the sales people start to focus on any customer service issue, logistical...
Creating Positive Sales Traditions

Creating Positive Sales Traditions

Last week I discussed the scripts that are input into our minds when we are young, and that we fail to re-evaluate the usefulness of as adults. Those scrips can also be referred to as ‘traditions” and can often be created by yourself. How many traditions...
Your Mom Isn’t Allowed At Work

Your Mom Isn’t Allowed At Work

As human beings we have a lot of “scripts” in our heads that were put there by other people. Of all the people who contribute scripts to your brain, it is very likely that your mom put most of them in. There are a couple that you really need to purge as an...

Don’t Rush The Pitch

If you analyze the standard sales training program of most companies, you’ll usually see some variation of the following: – Internal procedures 15% – HR and Paperwork 10% – Product knowledge 75% The biggest problem with this standard training...

Smoothing Out The Transitions

Most successful sales professionals have broken down their sales activity into specific steps or elements. Those elements strung together create their sales path or activity ladder. For example – Cold Call > Elevator Pitch > Agenda Set > Discovery > Presentation...

The Belief That Lies Beneath

One of my clients is a company that sells credit/debit processing services and equipment. At a sales training with that team, we were discussing objections when the issue of core beliefs came up. “What about the business owners who don’t believe in taking...
Natural Born Sellers

Natural Born Sellers

Sitting in my weekly Rotary lunch meeting this week, I was asked a question by a very experienced business professional.  I had been discussing sales training progress with a client sitting at the table, when she interrupted and asked, “Can you really teach...