How to Put Yourself in Foul Mood (Or Not)

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Ever in a seriously foul mood? Ever find yourself in a bad mood for no reason at all (or no good reason anyway)? I was at the eye doctors’s office for a 4:30 appointment. At 4:45, one of the doctor’s assistants did the pre-examination. And then I sat for 45 minutes, the first 30 … [Read more...]

On The Power of Being Nice

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I’m not suggesting that you can’t be demanding. I’m not even remotely suggesting that you shouldn’t have knock down, drag out productive disagreements. And, I’m not intimating that you should be a softie, a cupcake, a cream puff, or that you should let anyone walk all over you … [Read more...]

The Animal Spirits In Your Pipeline

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We have a lot of ideas about how buyers buy and how we as sellers should sell. We collect and count data (mostly without capturing any context) and use it to show how buyers make thoughtful, rational, well-informed decisions. But mostly, as buyers, we aren’t as thoughtful or … [Read more...]

On Your Reinforcements

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Look at the people you spend the most time with. Do these people reinforce a healthy, positive psychology. Or do they reinforce a negative, cynical, results-destroying psychology? When you were young, your parents were concerned about who you hung around with. They wanted you to … [Read more...]

A Short Meditation on Fear

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Fear is a powerful foe. It creates a dangerous form of complacency. A fear of conflict prevents the kind of candid conversations that allow you to identify and overcome obstacles. You don't want to bring up the uncomfortable issues that might anger your clients or alienate your … [Read more...]

The Critical Nature of the Salesperson’s Mindset

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There is no factor more important than the individual salesperson’s mindset when it comes to winning new business. What you believe drives your actions and your actions drive your results. Value Creation: Your mindset begins with value creation. Is your mindset to create as … [Read more...]

How to Stop Awfulizing

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Your dream client hasn’t called you back. Up until now, the whole process has been smooth sailing. Now, nothing but darkness. You’re worried. Something’s gone wrong. They’re not calling back. They’ve decided not to move forward with you. Or worse, they’ve chosen your competitor. … [Read more...]

Three Deadly Sins

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 These three sins are deadly. They completely destroy your ability to succeed in sales. The Sin That Is a Lack of Self Discipline There is nothing that will damage your results more than a lack of self-discipline. You can read this as “laziness” if you like. Selling requires … [Read more...]

Still Know, Like, and Trust. Still Attitude.

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There is a lot of talk about what’s changed in sales. And lots of things have changed. But some things haven’t changed. Know, Like, and Trust People still buy from people that they know, like, and trust. We don’t like to talk about the squishy, soft things like knowing someone, … [Read more...]

What We Can’t Measure

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Did you create value during that sales call? How much value exactly? What was your dream client’s perception of the value that you created? Did you influence the buying process? Did you create trust? How much trust? Does your dream client like you? Are you more likable than … [Read more...]

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