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Persistence Vs Stalking

You’ve often been told, no doubt, that “persistence” is a necessary trait for success in sales. “Persistence pays”, they say. That’s fine, but many sales people hear that and turn into a permission to harass prospects endlessly....

The Hierarchy of Regrets

I recently heard an interview with the author and speaker Professor Gad Saad, a well established authority on evolutionary behavioral science. What caught my ear was a comment he made that I thought basically explained the big challenge with sales....

Looking One Step Ahead

All the chess experts will tell you that the key to winning lies first and foremost in playing “ahead” of your opponent. That means that the focus should not be solely on this move, but on the 3-4 moves ahead of this move. You’re looking forward...

The Discovery Path

Sales is a voyage of discovery. True sales professionals understand that the idea that we “convince”anyone to buy anything is false at it’s very core. While some weak minded people may occasionally buy something because they were pressured to, these...

The Responsibility of All Sales People

I had several conversations with both sales reps and sales managers last week on the exact same topic, which for me is a sign that I need to address it the next Wednesday’s sales fix.  Is Sales a bad word? Is it bad to “sell people stuff”?  This...