Translating Price Objections

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Sometimes what you hear isn’t what is said. Fortunately, I am fluent in “client,” and I can translate. You thought you heard a price objection. Your price is higher than your competitors. Translation: I don’t perceive the value and you haven’t differentiated that value. If … [Read more...]

The Leadership Playbook: Relentless Accountability

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I watched an interview with Jamie Dimon, famed CEO of Chase. The interviewer had heard about a list Dimon carried with him in his pocket. It was handwritten, and he carries it with him at all times. The list is pages long, and it is a record of everything that any of his direct … [Read more...]

The Hustler’s Playbook: Hustlers Put Themselves First

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Hustlers take care of themselves before they take care of other people. This sounds selfish, doesn’t it? It’s not selfish; it is necessary. Keep reading. Hustler’s put their personal health first. They make time to exercise each morning, knowing that the body that carries around … [Read more...]

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...]

The Truth About Social Selling

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The truth about social selling is that there is no such thing. Social selling is really marketing. You don’t use social media to qualify your dream clients. The work you do using the social toolkit is about identifying your dream clients. It’s about listening to your dream … [Read more...]

Helping Those Who Won’t Help Themselves

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You can’t want something for someone who doesn’t want it for themselves. It doesn’t matter that you can see what they could become, that you see talent being wasted, or that a potential financial gain is being lost. Until they want it for themselves, nothing you do will make a … [Read more...]

What Are You Known For?

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My friend Chris Brogan is known for helping entrepreneurial, owner-types find ways to build sustainable business models. He’s also known for integrating health and business. Dave Brock is known for helping sales organizations improve their processes, including their sales … [Read more...]

Stop Saying “Losers”

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I read a magazine article this week in which the author described underperforming salespeople as “losers.” There was a time when I might have used similar language. I’ve heard some well known voices in the sales community use similar language. But underperforming salespeople are … [Read more...]

Leaders Focus On the Future

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Leadership is no easy task. To be successful you have to manage a large and complex set of competing priorities. It’s tough to make decisions under pressure. It’s difficult to sometimes know what needs to be done now. And it’s tough to do good work when so many people are … [Read more...]

The Hustler’s Playbook: Hustlers Don’t Hold Back

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I remember the decision I made to change my life and hold myself to a higher standard than anyone expected of me. It happened in an instant, and the backlash was almost as fast. Some friends, and a few family members, were immediately critical, attacking me for the changes I had … [Read more...]

Have It Your Way

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This morning I drove my teenage son through Burger King (I know, I know. I am waiting for Children’s Service to arrive any minute now). It was 10:05 AM, and my son wanted lunch. The fancy electronic menu showed only breakfast choices, so I asked: “Are you serving lunch?” The kid … [Read more...]

You Have One Set of Values

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I received an email from a subscriber to my weekly newsletter. She was unhappy with something I’d written about my childhood, and she asked me to please limit my email newsletter to business-related topics. [You can read the post 7 Things I Was Never Allowed to Do for yourself. … [Read more...]

The ROI of Softer Stuff

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Revenue improvement. Profit increases. Cost reductions. Efficiencies. These are all tangible, measurable improvements that your product, service, or solution can produce. They make it possible for you to generate and share an ROI with your client. As important as it is to … [Read more...]

Your Personal Sales Style

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There is no sales “style” that is winging it. It isn’t a “style” to go into a sales meeting unprepared or unable to create value for your client or dream client. That “style’ is called lazy, and it has never been effective nor has it ever been fashionable. You aren’t making a … [Read more...]

Leaders Don’t Hire Weak People

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There are a lot of things that a leader can get wrong, but not many can cause as much damage as hiring poorly. New leaders, young and old, sometimes make the mistake of hiring people who they believe to be weaker than themselves. Some leaders are afraid that by hiring someone … [Read more...]

7 Things I Was Never Allowed To Do

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A few months ago I started dedicating my Saturday blog post to the Hustler’s Playbook, my ideas about the beliefs, attributes, and actions that lead to success. A lot of it is mindset. Recently a friend told me he looks forward to the Hustler’s Playbook posts on Saturday, and I … [Read more...]

The Hustler’s Playbook: Hustlers Never Stop Improving

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When it comes to self-improvement, hustlers are unmatched. Ask any hustler and they’ve listened to everything Ziglar, Tracy, and Robbins have ever published. They’ve listened to Covey, Brown, and Rohn. They’ve watched all of the videos. They’ve read the books. When you hear a … [Read more...]

How To Make Product Knowledge Training Effective

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When a sales organization has an opportunity to get their salesforce together in one place, they desperately want to give them product knowledge. This is a very good idea, but it is often executed in a way that makes it more likely that the salesperson will sell product instead … [Read more...]

The Differences In Order Acquisition and Client Acquisition

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There is a difference in acquiring orders and acquiring a client. You can acquire orders and not have acquired the client (or customer, as the case may be). Many business-to-business sales organizations get this wrong, especially when they need orders. They follow a sales … [Read more...]

Everything, Anything, Nothing, or Something

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Some people want to do everything. They want to chase every opportunity, no matter how little the return on their investment of time and energy. They want to pursue every initiative. They believe that they can do it all, but because they lack focus, they never really get anything … [Read more...]