Your Unique Sales DNA

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Your company has its own DNA. It isn’t exactly like any other company, even if you are in the same line of business, and even if you sell the same thing. This means that what is right for one company may in fact be wrong for you (even if you like the idea, and if you really want … [Read more...]

You Can Change Directions Now

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You can’t change your results overnight. If you’ve gone in one direction for a long time, you’ve covered a lot of ground. You’ve developed a certain set of beliefs and behaviors over that time, and you’ve generated some results, even if they’re now not the results that you really … [Read more...]

If You Were In Your Buyer’s Shoes

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If you were in your buyer’s position right now, what would you do? Would you buy what you are trying to sell them? Do you believe that what you are selling is absolutely, unequivocally going to help your buyer produce the results that they need right now? If you were your buyer, … [Read more...]

There Are Some You Cannot Save (A Note to the Leader)

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There are some people you are going to struggle to save. Sometimes you will fail. These people need to change. They are capable of producing much better results. They’re smart and they have great people skills. Many of them will tell you they want to change, need to change, and … [Read more...]

Why Change Is Difficult

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Change is more difficult than you believe. Having an intellectual understanding the reason something needs to change isn’t enough. An emotional need to change is necessary and more powerful. Change is psychological. You first have to have a shift in your mindset, your personal … [Read more...]

You Don’t Need Another New Idea

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You don’t need to rush out and read every new book with every hot, new idea. Bouncing from one idea to the next, never fully integrating what you’ve already read isn’t going to help you produce better results. You don’t need to attend another seminar searching for one new … [Read more...]

How To Keep People From Waiting Out Your Transformation

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You are leading a transformation. What you are doing is critical to the future of your organization. It’s strategic. You can’t afford to fail. You built the burning platform and you made the case for change. You sold that change with a massive meeting, and you threw down the … [Read more...]

Dissatisfaction and Willingness to Change

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We take our prospects where we find them. Here are four common states you may find your dream client in and what can do to help them. Not Dissatisfied, Unwilling to Change Some of the prospective clients in your territory aren’t dissatisfied, and they are are not willing to … [Read more...]

Four Reasons Selling Is More Difficult Now (and what to do about it)

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You might believe selling is more difficult now than it has been in the past. And for many reasons, it is. Here are four big reasons selling feels more difficult and what you can do to make it easier. Latent Dissatisfaction: Your dream clients should be dissatisfied, but they … [Read more...]

You Change Others When You Change You First

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I am sure I have written about Aikido a half a dozen times here before. I practiced for a year and half until I damaged my knee. I fell in the love with the art. In fact, I’m still in love, even though I no longer practice. When I first stepped on to the mat to practice, like … [Read more...]