Apr 30, 2020
Dealing with prospects is one of the most daunting and frustrating parts of the salesperson's job. In this podcast, I respond to two questions from salespeople about key aspects of this difficult task. You'll gain some ideas you can use today.
Apr 23, 2020
I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales person would just “listen” to the customer. (1) The survey found that some of the...
Apr 16, 2020
“Every profession expects the serious practitioner of that profession to continually seek out the best practices of that profession, and then to roll them into his/her routine with discipline.”
That statement comes out of my mouth in almost every seminar or keynote that I present. Sometimes I follow it up...
Apr 9, 2020
In the most trying circumstances, having a greater purpose can be a powerful mechanism to see you through. Here’s my personal story.
Apr 2, 2020
We are in the middle of some difficult times. Rather than belabor that point, I’d like to come to the heart of the problem: What do we do? We need to answer that question in an immediate, urgent basis: What do we do right now?
We also need to answer the question in a strategic, on-going way. What do we...