Much of what I write here is going to be anathema to a particular variety of sales experts and those who read too much into the idea that relationships are no longer critical in sales. Much of the dominant opinion that relationships don’t matter…

One of the reasons you may not be generating the results you want is because you are treating your job as if it is a job. When you treat your job like it is something you have to do instead of something you are grateful for the opportunity to do,…

Gratitude is completely free. You can say thank you over and over again, and it won’t cost you a thing. But, if said sincerely, it will be priceless to the recipient.

Recognition also costs you nothing. Recognizing the effort someone made--win or…

People can tell whether or not they have your full attention. You may think that you can fake it, but you can’t. You may believe that because you are on the telephone, invisible to the person with whom you’re speaking, that they won’t know…

Imagine you are on a first date. Your suitor has been badgering you for this date for a long time, and you’ve finally relented. Now, the person with whom you on this date sits down to dinner and begins to talk about themselves. Endlessly. I…

Bad Salesman: We have an A-rating on Angie’s List and the Better Business Bureau. We are members of the National Association of Remodeling Industry. The law requires that we have $1,000,000 in liability insurance; we have $6,000,000 in liability…

This article titled Salesman in the Surgical Suite is in the Health section of the March 25th New York Times. But it isn’t going to filed under Health here. Instead, it’s going to be filed under ethics.

Most of the bad behaviors that salespeople…

If you don’t follow the recipe, things don’t turn out like they should. This is especially true if the recipe is your business model. Most of us don’t sell the lowest price. We also don’t sell the best product, either. We sell the best total…