Why isn’t my business getting the results I deserve? Why aren’t I making what I should be making? Why is hard work so frustrating? What’s wrong with my team? What’s wrong with me? All good questions we hear a lot when success is elusive. Sometimes we’re sure we know the answer about what needs fixing. […]
Any business person with a client to cater to has more than likely fantasized about firing their client on occasion. Damning the money and charging away from the aggravation with a one-finger salute. Usually those fantasies come when you are being yelled out on the phone or by biting email or maybe being shamed publicly. […]
There are many traits that lead to success in sales, one can argue their rankings as variable, industry relevant, male or female, for new or experienced sellers and there are as many ways to add, slice and prioritize as there are traits to have–or not have. To the extent a salesperson, business owner or […]
I had a recent client find his Eureka idea, “I had no idea how much of sales is about psychology.” I’m happy to quote the father of my former franchise David Sandler who said that selling is a Broadway play performed by a psychiatrist. Sales professionals have long known, by training or by instinct […]
Before you pick a definitive argument for which side, art or science, more greatly influences success in sales let me assure the answer is yes! Cop out? Of course, but let me make a case. First though, let’s define professional selling in the broad view, it goes beyond what someone with a Sales or Account […]
Even though you still haven’t vacuumed the beach sand out of the back of the SUV and there’s still a few sprays or squeezes of SPF left in your sunscreen you know summer is coming to an end. The days are shorter, colder and the work you procrastinated away all summer long has piled up, […]
