Monthly Archives: May 2012
Overcoming the Brick Wall in Selling
Part of the fun in selling is that you never know what to expect. What works well with one customer can be a death knoll for another. Another fun part of selling is that you are continually challenged. Some customers … Continue reading
Don’t Act When Selling
Can you imagine doing a job everyday where you cannot be yourself? I am not referring to acting—I’m talking about going to work and assuming the mantle of someone who is different than you are in real life. Within the … Continue reading
Human Foibles
As human beings, we all possess a few foibles—maybe even more than we wish. But one of the biggest ones we all have is our natural inward focus. We tend to think that how we see and interpret the world … Continue reading
Death by Training—Part 2
To be successful, training cannot be viewed as a one time event but needs to be instituted as a process—with prescribed steps taken to reinforce the learnings. In my last blog, I described some of the critical elements needed in … Continue reading
Death by Training
When sales reps leave engaging training sessions, they tend to be energized and enthusiastic. Likely as not, when you check back 6 months or even 6 weeks later, the training has died a premature death. In fact many reps have … Continue reading
