Coaching

It’s that time of year again. As 2013 approaches, salespeople everywhere are trying to close as much as possible to finish the year strong. For that matter, it’s not just salespeople. Anyone who has something to sell – whether it’s a product or service, an internal idea or project, a budget increase for 2013, and […]

Once upon a time there were salesmen, just salesmen. And they used phones to call their customers. Sometimes they sent letters. They were frequently on the road. A typical salesman would have a calendar and maybe a notebook. The better ones kept index cards, on which they wrote information about their customers and prospects and

Does success come from a commitment of hours or from a commitment of passion and focus? I want to advocate – primarily – for the latter. I was professionally raised in a time when we were measured by the number of hours we put in as well as by our sales results. Yet it was

It occurs to me that as the sluggish economy drags on, I am constantly reminded of the movie “Field of Dreams.” Those of us who remember the movie almost certainly remember the famous line, “If you build it, they will come.” It became a household saying and has resonated with me for years. As I

I lost a deal today. Yep, it happens to all of us. Usually, salespeople want to make sure that our prospects have choices when proposing goods and services. It’s the way things have evolved – and it’s a problem if we can’t control ourselves! I have seen – and have been guilty of – the

“Patience and perseverance have a magical effect before which difficulties disappear and obstacles vanish.” – John Quincy Adams Ever notice that sometimes when you are about to give up – when you’ve tried too hard or too long and the obstacles seem too great, when you just don’t have it in you to keep going

Now that 2012 is here, it’s the obvious time to do what we all do – think about the coming year and the past year, and then think about what we want to do different to make a greater or more significant impact in the upcoming year. It’s the natural thoughts we all have. I

Do you see yourself as talk-show host? Are you the next Oprah or Dr. Phil? You’re probably a little confused, so let me explain. I recently attended a conference of other professional speakers, and one individual asked us “Are you hosting a talk show or a listening show?” His point was that the best talk-show

Thought leaders earn respect.  It’s because as a thought leader you are passionate and able to help people see a new idea or get clarification on existing ones.  Sales professionals who distinguish themselves as being a thought leader are more likely to earn respect AND get the deal closed.  I believe this passionately and completely.