Momentum!

Momentum and your ability to maintain momentum is mandatory for your success. How do you keep your momentum up?  It’s not always easy.  That’s a fact. In many cases momentum is damn hard to keep active. There are many things that can get in our way and at time the list seems to be endless. 

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Networking and The Importance of Following Up!

I spend a great deal of time networking.  When I am not delivering a keynote or a workshop, I am out and about meeting and connecting people. I am also asking for connections. Networking is the lifeblood of how business is done. I have learned to network from some true masters along the way and I

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What Are Your “Sales-olutions”?

It’s another new year, and once again we get to make the resolutions that we promise to keep and invariably don’t. You know the ones I am taking about—get in shape, lose weight, pay off the bills, clean the house, and so forth. Blah, blah, blah. In that spirit, I want to offer some “sales-olutions” for 2015

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The Three V’s of (Sales) Success

I recently purchased—well, leased actually—a new car. I only have one car, and every three years or so, when the lease expires, I get a new one. The last five cars have been from the same dealer, and the last three from the same sales person. Until now. The last car that I was scheduled

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Learning Is Selling. Educating Is Selling.

Learning the needs and desires of our “buyers” is an essential sales skill. Many of our discussions have said that implicitly. Let me emphasize this “learning” explicitly before we get to the work of educating our “buyers” about us. We’ve discussed reasons why confidence and humility are important. Here is one more: We need confidence

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How Do You See the Word “No”?

How do professional salespeople see the word “no”? Do they see it as someone slamming the door in their face? Or do they see it as someone holding the door open and inviting them to walk through? They see it as an open door, an invitation, and an opportunity. And so should we. This is

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The Pure Exuberance of Sales

I am asked every so often why I like sales. I have many ways I could answer that question, but the one I keep coming back to is “exuberance.” There is nothing – and I mean nothing – like the feeling I get when I have a conversation with both prospects and clients where they

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