Mike called me recently and asked, "What does the 4th of July look like?" I replied, "It looks like the 5th, but a day earlier and it also looks like the 3rd, but a day later." Of course, Mike didn't…
A crisis is an event that is urgent and important. Crises require immediate response. Events that qualify for crisis management include September 11, 2001, the stock market crashes of 1929 and 1987, a child in the hospital, death and serious…
Years ago, I was taught that “the close” is an affirmation of the conversations a salesperson has had with the prospect. The problems arise if the qualifying steps were not as strong as they needed to be to set up…
Does life teach us about selling or does selling teach us about life? No doubt, it works both ways. But the business of sales and those who find their careers in selling, are unique. Selling involves full engagement and the…
As you go about your day today, remember that selling isn't life or death. However, if you prepare and have commitment, your approach is based on solid core values, and you execute and work to win with honor, then you…
Certainly, these are unprecedented times, but fundamentals are fundamentals. When you stray from them, you get into trouble. When in trouble, return to the fundamentals and return to consistent and sustainable sales success. In today's market place, you can survive…
Over the years, I've discovered that when sales people tell me that they have prospecting on their "to do" list, what they really are saying is that they “intend” to prospect. When sales people tell me that they are going…
