Psychology

cute dog

Don’t Get Cute

Today I received a little box from a company who wants my attention. Inside the box was a small toy, and a link to a website, and nothing else. The sender wants my attention, and the offer is a serious offer, even though I didn’t watch more than…

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alt text image of death

The Death of the Death Of

Right now, you might be reading a few self-loathing sales prognosticators suggesting that sales is dead. The narrative they have chosen to believe—and compiled enough “data” points around which to confirm their bias—is that salespeople no…

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straight razor

How To Sell Something New

Some of the companies you call on want to be on the very bleeding edge of change. They will want first mover advantage, and their default position will be to explore what is new, discover whether they believe it will work for them, and then deploy…

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image of math problem

Math Doesn’t Care

If you need to create 4 opportunities a month, each one worth $75,000, to be able to make your number.  If you don’t create those opportunities, you need 8 opportunities the next month. If you do better work the next month and put up two new… Continue Reading
two people negotiation

It Cannot Be All About You

The reason sales has a negative connotation is specifically driven by a few historical behaviors. The first is a self orientation. The second follows the first closely, and that is a lack of influence and persuasiveness.

It's all about you.

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alt text image of a woman wagging her finger

A List of Negativity Tells

You project your attitude. You project your deepest beliefs. Even when you don’t think you are doing so, you have “tells” that completely give you away. Your negativity “tells” inform people who you are even when you aren’t aware of what…

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