There are many books and CD’s you can invest in to help you “develop an attitude of gratitude,” but the easiest way is to simply make a list of 25 things you’re grateful for right now. Do it after you…
Most human communication is non-verbal and sales decisions most often have a powerful emotional component, yet the average salesperson receives ZERO training in these realms. It's not news that Apple has been wildly successful. Apple sells seventeen times more than…
It's like adopting another person's unique customs when you're in their home or their place of worship. I believe most would agree that's a sign of caring and respect. This, in turn, enables us to make strong connections with others,…
Professional sellers need to guide every conversation towards the unique value they bring to their customers. Only the customer can decide what value you provide as compared with the competition. Building Value One of our sales people was dealing with…
Even in Sales there are NO Quick Fixes Social Media and available technology have changed our world and the way we do business and it has made us more impatient. Now, more than ever we are hoping for a Quick…
Planning for the New Year - Are You Set Up? Ken, are you crazy? I have not finished the fourth quarter yet! But as budget planning begins and business strategies begin to be set, it is your responsibility to be…
Adjusting Your Treadmill Once in a While Can Improve Your Sales I don't like going to the gym, I really don't. Lifting weights is OK, but going on the treadmill is almost punishment for me. I have to distract myself…
If you cannot sell, you cannot and will not grow your business. Does it make sense to pump money into marketing and advertising but nothing into learning how to sell? Simply exposing your message to thousands or millions of people…
Selling used to be the job of a few, but with the economic slowdown it quickly became apparent that sales has to be a feature of all job descriptions. From the CFO who leverages his contacts to get into some…
Think of past sales you’ve made and ask yourself - how much of a factor was trust? For most people trust is key to building a relationship which can lead to making the sale. Stephen Covey is known for his…
A new year for your customers usually means a new budget cycle and now is the time to stimulate their interest and get ahead of the curve. You’re not discounting your products and services, you’re adding value that might attract…
You've heard Albert Einstein's famous definition of insanity: doing the same thing over and over again and expecting different results. Here's my corollary: Focus on new ideas and actions and expect better results. Sales Sanity Last year may have been…