Don’t you hate it when you get back to your prospect, you’re ready to give a great pitch, you need the sale, and…and….they tell you they looked it over and they’re not interested! Wait a minute! You want to scream. Just give me a chance…. Believe it or not, there is a way to deal […]
AA-ISP's Leadership Summit in April
Are you going to the AA-ISP’s Leadership Summit in April? (Chicago, IL). If so, let me know — I’d love to meet you! Also, if you haven’t purchased a ticket yet, reach out to me and I’ll give you and your team members a discount coupon to save $200! Looking forward to meeting some of […]
Why the ‘will to win’ isn’t enough…
“It’s not the will to win that matters – everyone has that. It’s the will to prepare to win that matters.” –Paul “Bear” Bryant, football coach It took a long time for me, as a struggling sales rep, to understand the difference in attitude and action this quote speaks to. But once I did, my […]
The Five Second Rule
Thoughts are things. As true as the law of gravity, this is one of the fundamental laws in the universe. Whatever you believe with feeling, you bring into your life. And like gravity, you don’t have to believe in it for it to always be working in your life. Take gravity for example. If you […]
We Can Do It!
Once you realize that you CAN do nearly anything anyone else is doing, and that you can succeed at a very high level doing it if you choose to make it a priority and decide to invest the time and effort to do so, your world of possibility opens up for you. When I committed […]
You Can Do It
Can you become a top sales producer? We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I’m sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses […]
Tom Brady and Lessons for Sales
Whether you’re a fan of Tom Brady or not, you’ve got to agree he’s a winner. In fact, if he and the Patriots win this week’s Super Bowl, he will break the tie with Terry Bradshaw and Joe Montana of winning four Super Bowls. Tom Brady will have five, and he will be the best […]
Sales Advice from Pablo Picasso
I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: “Learn the rules like a pro, so you can break them like an artist.” You’re probably wondering what that has to do with sales, and it’s simple: Most sales rep’s […]
The One Important Buy-In Question (You better be asking)
Back in the office after two weeks on the road training in CA (shout out to my clients there!), and during both weeks – in L.A. and Oakland – it rained! My wife tells me I can no longer say it doesn’t rain in CA. It does, and I was there! While preparing their training […]
How to Sell A Pencil – Or Any Product or Service
NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Call them in, one by one, and see […]