Four Lies You Must Not Tell

alt text image of a man with his lips zipped shut

The truth at any price, even the price of your deal. Better, Faster, and Cheaper: Don't tell your dream client that you are going to be better, faster, and cheaper. You may be one of those things. You may even be two of those things. But you aren't all three of those things, and … [Read more...]

How To Have Productive Disagreements

alt text image of two business people wearing boxing gloves and arguing

As you work in sales and in business you are going to disagree with your peers and your team about what the best course of action is in some circumstances. You will have strong feelings, and they will have strong feelings too. You will end up arguing with each other about what … [Read more...]

Written On Hearts and Minds

Written On Hearts and Minds

Words on paper have the power to inspire. But alone, they don’t always create a big enough “why.” Your mission statement, vision statement, values statement, and guiding principles aren’t where the real action is, as inspiring as the words may be. Your mission statement, vision … [Read more...]

Mailbag: How to Badmouth Your Competitor

Mailbag: How to Badmouth Your Competitor

John writes: I am a landscape designer/landscape contractor.  I just took a call from a client about a drafting a landscape design.  They said they had also contacted one of my competitors and I really wanted to say, “Oh, they’re great at mowing lawns.  However, they aren’t … [Read more...]

Lying Isn’t a Strategy

alt text image of a man pulling off a mask

Today, I am disappointed. Sad, really. My phone rang. I answered. It was someone who works for me. She said, “[Salesperson] is on the line. She insists she has an appointment with you at 2:30 PM.” I live on my calendar. How could I have been so careless? I open my calendar app, … [Read more...]

Win, But Not At Any Price

Win, But Not At Any Price

This article titled Salesman in the Surgical Suite is in the Health section of the March 25th New York Times. But it isn’t going to filed under Health here. Instead, it’s going to be filed under ethics. Most of the bad behaviors that salespeople were once guilty of are, … [Read more...]

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