Archive for February, 2017
When I started back in the family staffing business, my sales manager gave me a list of companies I was forbidden from calling. She and her sales reps were worried about one of the owner’s sons being given preferential treatment, and they wanted…Continue Reading
Producing results is more interesting than selling. The outcomes produced after someone buys are infinitely more interesting—and more fulfilling—than the sale itself. You don’t get accolades from your client for having won their business.…Continue Reading
Most people struggle to produce the results that they want not because they can’t do the work, but because they won’t do the work.
You are capable of producing better results than you are right now. This is true for you, no matter how well you…Continue Reading
It feels like theory precedes practice, but the opposite is true. Theory follows practice.
It’s not uncommon for people to believe that a new theory is generated, and then that new theory is put into practice, and new and better results are…Continue Reading
These are five ideas you need to act on to succeed in sales now. They are separate waves, but all part of the same current. They work together to help you create and win new opportunities.
Your Higher Price is Offense, Not Defense
Your price…Continue Reading
We love fads. We love to love the new thing. We want to know what comes next.
For a lot of people, sales is a fashion business. You always need something new to sell. Because something has garnered enough attention to make it a fad does not mean…Continue Reading
- You don’t have time not to prospect. Prospecting isn’t ever going to be something urgent enough to capture your attention until is too late for prospecting to be of any use to you. Once you fall behind, it’s impossibly difficult to catch…