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...]
Things have changed. Globalization: Globalization has been around a long, long time. But in the last couple decades, a lot of labor moved overseas because labor was cheaper there. Then, white collar jobs started to follow. As it turns out brains are cheaper there, too. … [Read more...]
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...]
There are all kinds of ideas about what works and what doesn't work in sales. Some of it contains a truth, but not the whole truth. Buyers are doing a ton of research. It’s true that buyers are doing research. Maybe some are 57%, 67%, or 117% through their buying process … [Read more...]
It’s about creating value. I resisted selling early in my life because I believed salespeople took advantage of other people. I thought that they were sleazy, self-oriented, and manipulative. Only later did I learn that it was all about helping other people get the results they … [Read more...]
Paying homage to Lefsetz. Then, it was very difficult to acquire information about your prospects. Now, it’s impossibly simple to find information about your dream clients—if you do the work and use the tools. Then, there weren’t a lot of ways to prospect. It was … [Read more...]
If you go to people to share a problem without sharing an idea as to how the problem might be solved, you're just complaining. Even if you don't mean to be negative, you are. And the more you talk about the problem without also talking about what you intend to do about it, the … [Read more...]
Imagine a delivery driver at the beginning of the 20th century. He delivers goods using a horse and carriage. His company scratches together the money for an automobile. But the delivery driver refuses to use it, saying, "I don't want to learn to drive one of those things. What's … [Read more...]
Take a look at the scale in the picture above this post. The scale is perfectly balanced. Your results in life—and sales—are very much like this scale. The scale that is your results is always precisely balanced, too. Whatever you put in on one side your side of the scale … [Read more...]
Those of us who write and speak about selling today are often guilty of communicating as if each idea is a universal truth. Most of what we write our broad generalizations. This is what makes them useful. You can understand the idea and use it where it’s beneficial to do … [Read more...]
Leaving A Trail of Negativity Behind You