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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...

Dealing with the Fear

Well, 2021 seems to be off to a nice start. Nothing happening out there to cause concern or unrest in our minds and everything is “back to normal” now, so doing business should be a breeze this year, right? OK, maybe not so much. I will agree that there...

What Makes a Year?

Albert Einstein once quipped that no problem can be solved with the same level of thinking that was being used when the problem was created. That means to be different, you have to think differently. Different thought leads to different actions, and different actions...

15 Day Countdown is On

There are two weeks left until the end of the year. There are also at least two holidays involved in those two weeks. On top of that, the COVID 19 virus is peaking back up in certain areas, and the presidential election is not legally settled. That’s a lot of...

The Out Plan

I got called on by a sales person a few weekends ago. I was working in my driveway when a door to door salesman walked up and introduced himself. He was selling solar power, with the hook that there are all kinds of incentives and tax rebates for going solar right...

The Utopian Myth

“Perfection is often the enemy of good.” I’m not sure who first said that to me, or when it was, but I remember it as a crucial distinction in business and in sales. No one usually claims to be going for a utopian solution, but in the same breath...