Three Words to Avoid!

There are three words that are absolutely deadly to sales, our careers and our very psyche. These three words when uttered send a very negative message  to everyone around us.  These words  – just nine letters and one apostrophe can have an incredibly detrimental effect on our ability to create new relationships, establish credibility and

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2016 is The Year of the Ask!

Ask for what you want and be prepared to get it. – Maya Angelou Let’s consider where you are as we begin 2016.  Hopefully you had a great 2015 and you some newfound passion and our confidence. You polished your value propositions until they shone like fine silver. You built relationships, built trust, built understanding,

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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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Just Say “No”

I have had enough of listening to salespeople tell me that to close the deal they are “giving in” to every imaginable concession. In fact, some of these concessions are so ridiculous that they make the overall deal either unprofitable or impossible to deliver and maintain a reasonable level of customer satisfaction and service success.

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9 Steps Toward Better Sales in 2014

Another year is ending…and another year is upon us. It’s amazing how that happens at the exact same time year in and year out, isn’t it? One thing we can count on is taxes, and every January 1st, it’s time to reset the sales clock and start climbing the mountain. The bigger question and the

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Are You a Sales Apologist?

After a recent keynote, one of the attendees came up to me and said, “Thank you for your message today. I am tired of feeling as if I need to apologize for anything I do that seems like sales.” This particular man is an employee of a large nonprofit, and he knows, as many others

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Don’t Kill the Sale!

Sales get made and killed every day. Often there is a fine line between the two things and the reasons are pretty obvious. So in this short primer on what not to do when you actually want to make the sale, remember these five simple little rules that will help you close more and lose

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