The Sales Blog
If what you were doing was working, you’d already be getting the results that you want (or need). If what you were doing was working, you wouldn’t have to change anything. The problem most folks have is they want better results without having to make any changes—especially … [Read more...]
Some people live in poverty. Real, physical poverty. They can’t meet life’s basic fundamental needs, like food, water, shelter, and clothing. Too many people are truly impoverished, and they deserve our help. But there is another kind of poverty. This kind of poverty is far … [Read more...]
So, you say you would do anything to succeed, anything to have that level of success? But would you really do anything? Would you set your alarm clock to wake you an hour and half earlier each morning and rise without hitting the snooze button? Does your mission motivate you to … [Read more...]
You can’t win if you have already lost in your mind. Nothing has a greater impact on your results than what you believe. Your results are a reflection of your beliefs. Holding the belief that your competitors are stronger than you will cause you to lose to those competitors. … [Read more...]
For God's sake can we please stop talking about sales like it's 1954? Don't you cringe when you hear people say things like "People don't want to be sold? Is it really your experience that salespeople are walking into their prospect's doors spraying and praying? I'd have an … [Read more...]
When I teach undergraduates my Personal Selling course (a survey on business-to-business sales), I begin the class by asking the students to tell me what words they would use to describe salespeople. Without failure, I hear words like “greedy,” “selfish,” and … [Read more...]
There's meaning in the craftsman’s work. The craftsman takes more time to do his work. He isn't concerned with how fast he can get his work done. He moves slowly; he’s precise. The craftsman is concerned about how well he can do his work. The craftsman pours his genius into … [Read more...]
Are you approaching your work with excellence as your primary goal and outcome? If you are what you repeatedly do, as Aristotle famously said, are you practicing the habit of excellence? It's easy to be mediocre. If you look at a bell curve, you've got very poor performance on … [Read more...]
The easy answer is that you should all of the time be proud of your profession. But, if you haven’t fully embraced you life in sales, well, that’s another story altogether. If what you sell creates value for your clients and customers, you should be proud to sell. And your … [Read more...]
You risk more through inaction than you do by taking action. Sometimes you believe that you shouldn’t act—or that there is no action you can take. If you are bold enough to take it, there’s almost always some action available to you. Your Dream Client Says They’ve … [Read more...]
Leaving A Trail of Negativity Behind You