The Invaluable Nature of Mistakes

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I was a better salesperson before I was given my first job in sales. I just tried to get people to meet with me, some did, and some gave me good opportunities. Then my manager made me a full time, outside salesperson. The company armed me with a big binder full of our history, … [Read more...]

How To Invest In Your Personal Growth When You Are Broke

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Anonymous writes: “I want to improve myself, but I don’t have any money to invest in programs.” Even though you may not have a lot of money right now, you have to invest as much as you possibly can in your personal and professional development. In fact, if you don’t have money … [Read more...]

How We Learn

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There are many ways to learn. We make a guess based on a hunch or intuition. We take some action to test our hypothesis. The results tell us whether or not we guessed correctly. We learn whether or not what we believed was true or whether it was false. Either way, we … [Read more...]

Why I Don’t Trust The Research

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Sales research shows one part of a picture. It's a view from a certain angle. From that angle you get a very clear picture. Of something. But not everything. From a different view, you get a completely different picture. It's a very clear picture too. This view is equally as … [Read more...]

In the Right Dosage

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When you are sick, medicine can help. But first it has to be the right medicine. And second, you have to take the medicine in the right dosage. Advice on how to sell better is the same. You hear a lot of advice about the value of social media. Personally, I’ve benefited … [Read more...]

Leading From Outside Your Glass House (A Note to the Sales Manager)

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Sales managers are always complaining that their sales people don’t read, don’t study and don’t work on improving themselves as sales professionals. This criticism is 100% valid. Most salespeople don’t (except, of course, those who continually show up here!) Here are three ways … [Read more...]

Take Action Now

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I really hope you didn’t miss yesterday’s newsletter. Yesterday’s newsletter was about how you can justify your higher price. I listed some of the primary points of leverage you can use to make your case effectively with your dream clients and buyers. It was only a few minutes … [Read more...]

Guess Who Else Has Insight?

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You have insights that you are dying to share with your dream clients. You know that these insights can make a difference for your clients. But guess who else has insights? That’s right; you’re clients have insights of their own. Many of your clients will not have been sitting … [Read more...]

Sales Opportunities as Labyrinths

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A sales opportunity is a labyrinth. It’s a series of decisions that you have to make. Some of the decisions you make move you closer to your goal. Other decisions lead you to a dead end. Some of the labyrinths seem to look the same. It can feel as if you’ve uncovered the pattern … [Read more...]

Selling to All Three Brains

Selling to All Three Brains

The human brain is really made up of three brains. The oldest part of the brain (from an evolutionary perspective) is the archipallium, or reptile brain. It includes the brain stem, and the cerebellum. This part of your brain is responsible for all of the automatic functions of … [Read more...]