Jun 25, 2020
One of my clients recently mentioned to me that, when hiring prospective sales people, he looks for a “passion for sales” in their personality. The idea struck me. I had never really thought in those terms before. What is a ‘passion for sales?’ What does it look like? Is it really an indicator of a...
Jun 18, 2020
I am convinced that the process of continuously improving – not only professionally in the core competencies of a professional sales person, but also personally as well – is the ultimate success skill for our time.
Jun 16, 2020
I’m afraid for the future of our country. I’m afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society -- is rapidly disappearing. In its place, we are witnessing a whole host of alternatives. It is like thousands of years of human development has been...
Jun 11, 2020
Every salesperson must deal with customer objections. In this first of two, I reveal a technique that will make the process much easier.
Jun 9, 2020
“Can you boil down your advice to one word?”
That’s what a seminar participant asked me. “No,” I said, “but I can boil it down to three: Focus, focus, focus.” I said that because I see ‘focus’ as the solution to a number of modern dilemmas.
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