5.31.2011
4 Reasons You’re Not as Successful As They Are.
We all want to be more successful. From the time we’re on infant, we just want to be a little bit better. It’s about making that new sound or learning those new letters or scoring a higher grade on test.
5.26.2011
Quick Ways to Kill Your Customers.
Everybody has problems. You do. Your boss does. The post man. The pizza delivery guy. The sports super-star.
5.25.2011
Unlock Your Inner Screw-up…
We hate being wrong. Lump it together with “getting left at the altar on your wedding day” and there really isn’t anything much worse that we try to avoid at all costs. It all started with you as young little
5.24.2011
Quotas Are For Quitters.
Goals are kinda important. Right? If you don’t know where you want to go, you stand the chance of ending up in some pretty awkward places.
5.19.2011
No One Can Force You To Be a Bad-Ass.
We waste a lot of time reading sales books, hiring coaches, and networking around for great advice on how best to boost our revenue, crush a quota and grow our businesses.
5.18.2011
Why Building Rapport is Killing Your Sales Career.
People don’t need to like you to do business with you. Heck, they don’t even need to trust you all the time.
5.17.2011
Why Buyers Hate Your Sales Presentation.
Somewhere between the evolution of the cave man and the invention of the Model T assembly line, the sales presentation became the mode of pitching somewhat interested buyers on the possibilities of spending their hard-earned dollars on our products. You’ve
5.12.2011
Stupid People Are Your Biggest Threat to Being Successful.
Let’s just be frank about this whole idea of you being successful. (And not just the type of success where you learn how to tie your shoes or pay your bills on time.) Don’t get me wrong. Those are certainly
5.11.2011
You Know More Than The Experts.
Every industry has it’s experts. We talk them “talking heads”, pundits, and gurus. (The “know-it-alls”.) And regardless of what we call them, one thing is certain.
5.10.2011
Selling to Sociopaths.
Inside of each sales person is an unquenchable thirst to win. It’s almost indescribable the raw gut-wrenching aversion we have to losing. We can’t stand the thought that we might not be able to evangelize our story to every last
5.5.2011
What To Do When No One Listens.
You’ve got a product to sell, a quota to hit, and a business to grow. And if you’re halfway motivated, you’re beating the streets making short work of the task of spreading the word.
5.4.2011
Selfishness, Sales, and the Sad Excuses We Try to Justify.
Selling has evolved into a Grade-A contact sport. We might like to call it negotiation or client strategy or creating “winning solutions”. But it’s something much more personal. It’s a battle of wits. Where losing isn’t as simple as putting
5.3.2011
Bad Questions, Stupid Answers, and Wasted Sales Effort.
The ebb and flow of selling hinges on your crafty ability to ask and answer key questions. To be truly great at sales you need to be good at both sides of the question and answer process.
