Move the Pain Forward

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It's hard to break bad habits. It's hard to change especially when you cannot yet sense the danger of not changing. If you smoke a cigarette today you won't die. Well, at least you won't die today. And you won't die tomorrow either. If you eat bad and don't exercise for a week, … [Read more...]

On Always In Sales

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Oh, you didn’t think yesterday’s post was about sales? Here is more about sometimes and always. If you sometimes make your calls, do your prospecting, or nurture your dream clients, you might sometimes produce a result. But those results will mirror your efforts—they’ll be … [Read more...]

Sell Your Higher Price From In Front

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. The last thing you want to do is to defend your pricing after it comes under … [Read more...]

No One Cares

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No one cares what year your company was founded. No one cares about the map of all your locations. No one cares about the clients you serve. No one cares about the awards your company has won. No one cares about what you believe makes you great. No one cares about your … [Read more...]

Change Occurs When You Reach Threshold

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The status quo is a warm bath; it’s soothing and comfortable. Change is a cold shower; it’s surprising, shocking, and uncomfortable. Is it any wonder your dream clients aren’t excited to change? Even when they have good reason to change, they often seek the safety and comfort of … [Read more...]

Stay On Message

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A few years ago, I spoke to a big sales organization. Their leadership team was brilliant. They were all on message, and the message was powerful. But it fell flat with the sales force. I wasn’t sure why it didn’t inspire them. For some reason it just didn’t resonate. It’s … [Read more...]

Are You Practicing Excellence?

Are You Practicing Excellence?

Are you approaching your work with excellence as your primary goal and outcome? If you are what you repeatedly do, as Aristotle famously said, are you practicing the habit of excellence? It's easy to be mediocre. If you look at a bell curve, you've got very poor performance on … [Read more...]

Be Exceptional at What Is In Your Control

Be Exceptional at What Is In Your Control

So many things in sales are outside of your control. This means that you have to be exceptional at all of the things that are within your control. You don’t have any control over the relationship that your dream client has with your competitor, whether they are deeply in love … [Read more...]

The Best Questions for Your Needs Analysis

The Best Questions for Your Needs Analysis

There is no “best question” for you to ask during your needs analysis sales call. There are “best questions.” Personally, I like to ask questions based on the client’s stage in their buying cycle. But there are a lot of ways you can categorize great sales questions. Who … [Read more...]

On a Positive Negative

On a Positive Negative

It’s difficult to overthrow the status quo. People don’t change without good reason. The kind of gaps that give rise to change can be negative or positive. The survival of the company is the greatest possible dissatisfaction and threat a business will ever face. That's framing … [Read more...]