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Core Beliefs

A few years ago, a rep I was working with and I politely walked out of an appointment when the prospect simply refused to admit that he had any need for our product.  The prospect had been wasting thousands of dollars on a solution that didn’t...

Asking the “No” Questions

How many times have you heard some of these sayings? Questions make the difference. The questions are the answers. The answers are in the questions. So on, so forth. There are so many cliches and sayings around asking questions in sales, I could fill up a whole book...

Cliches, Killers of Communication

My dad is currently visiting with me. His native language is French, and while he has been fluent in English for decades, when we spend time together, I notice how much communication misses him in day to day encounters here in the US. Be it a hostess at a restaurant,...

Starting on Common Ground

When starting a conversation with a prospect, where do you actually start? I’m not referring to a prospecting or cold call here, but to the business conversation we have around discovery, demo, presentation and decision. Where do we start? Where should we start?...

The Ethics of Manipulation

Try to think of the typical image associated with the moniker “salesman”. Not a pretty mental image, right? For most people, images that represent greed, selfishness, hustling, pressure, and unethical behavior come to mind when they think of salespeople. I...

Fighting The Status Quo

Sales organizations across the world spend a lot of time implementing strategies and tactics to sell against another solution or competitor. They stack the value proposition of their product/service as a comparison to some other companies value proposition. I am...

Baiting The Questions

Anyone who works in an office with other people is familiar with the “Monday morning bait” routine. It consists of people fishing for questions about their weekend by making vague declarative statements. Statements like, “Boy, my back is sore from...

Read Your Label

A few years ago, I attended a business dinner function and was seated next to a semi famous nutritionist. We had a mutual friend at the table and the three of us engaged in a conversation after the nutritionist remarked at what I was and was not eating on my plate....

The Pain of a Bad Seat

This past weekend, I heard a news story about one of the big movie theater chains. Apparently, some months ago, one of the big chains decided to offer consumers a few choices. Now that many theaters are converting to a system based on assigned seating (very convenient...

Sales Parasites

I found out recently that there are certain animals that can develop parasites in their brains, sometimes referred to as brain worms. Some mice have been found to develop one that makes them attracted to the scent of cats. Deer and Elk can get a variety of brain worms...