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The Mixed Message Bag

Language is important, and as my business partner Tim always says, “the words we choose determine our success”.  That doesn’t mean just grammar, although don’t kid yourself, if you use the wrong Your/You’re, your...

The Premises That Anchor Beliefs

The profession of sales is at its core about the matching or transferring of beliefs. A successful sale occurs when the client either matches to, or adopts the belief of the sales person around the issue and product. That adoption of belief must be voluntary. You...

The Luggage You Carry

I travel a lot for my work, and I usually travel pretty light, because I dislike luggage.  I mean I really dislike it. In fact, I hate it.  It slows me down, it complicates everything.  From stuffing into the overhead bin, to paying excessive check in...

Finding the BAA Standard

Marylin is a realtor, and a client of mine. Marylin’s clients had looked at 18 houses over 4 months. By the time she was showing them the last few, she felt she was hitting all the items on their checklist. In fact, the last two houses had EVERY “must-have” and every...

February Frustrations

Some of you are frustrated right now. A new year was supposed to mean a fresh start, and a whole bunch of shiny new outcomes. Then the groundhog disappointed us, and now you are firmly planted in the middle of the six more weeks of sales winter. Sales can be...

Managing Data and Managing Conclusions

A lot of companies and salespeople rely on data. I’m fine with that, because ultimately, basing your approach and tactics on data is better than all the other options available. Data, however, is just data, and you can easily misread it. The...

The Caleb Qualities

The sermon at my church this week was about Caleb. This made my ears perk up, because Caleb is also my son’s name. If you are not familiar with the Biblical Caleb, here is all you need to know for the sake of this message. Caleb was a contemporary of Joshua, and...

Bring the Fun

Over the course of the past few decades, I have been a member of a few different Rotary clubs. One of the things I really like about Rotary is the four way test. Rotarians use this test as a litmus to doing the right thing in all projects. Rotarians will often recite...

Knowing the Real Value

All too often, as sales people, we find ourselves in a position where we feel like we need to defend the price. Impulsively, we want to know, even though we’ve been told a number of times to “never justify the price”. Knowing what we should do, and...

The Ingredient of Confidence

Confidence is often seen as a magic ingredient, but one that we have no real power to create or influence, like a physical characteristic. My clients will often say something like, “This rep has great potential, if she could just work on her...