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Down Days

When we run into some hard days in sales, it’s easy to start to panic and make drastic and unplanned changes.  “Skip all the training and just go for the sale.”  “Just be blunt and ask for the order.” “Quote my lowest...

The Consent of the Sold

Perhaps the most dangerous misunderstanding of the sales role in business, is the incorrect assumption that “selling” someone involves getting them to do something against their will. This mindset leads to all kinds of misunderstandings, and...

The Misdirection Monster

A friend of mine is a magician, and a big part of his ability to perform tricks comes from using misdirection to fool his audience and create the illusion. A lot of flare with his right hand, allows him to use his left hand to hide and conceal things. ...

Defeating the Mind Monster

A big part of being successful at anything starts with getting your mind right. Like the body, the mind doesn’t remain in a static state for long. I can’t just work out really hard and “get in shape” and then stop all exercise and stay in...

Get the Credit for Your Work

My 14 year old son was asking me about inflation last night. His questions around what causes inflation were logical, from the perspective of seeking a simple answer. Part of my responsibility as his parent is to help him see that most things are not super simple, but...

The Creation of Urgency Myth

I was asked a good question during a sales training this morning. It’s a question that comes up often enough.  “How do we create urgency in our prospects?” It’s a good question, because it is at the heart of a misconception that plagues...