Can Einstein’s Advice Help you Sell?

I’m a firm believer in the power of stories. And when I heard this story about Albert Einstein, I thought it was rather intriguing and worth sharing. I love gaining insight into the mind of a genius.

The story takes place at Swarthmore College in Pennsylvania. After Einstein received an award from the college president, the audience was begging for a speech. Einstein reluctantly walked back to the podium and said, “Ladies and gentlemen, I am very sorry but I have nothing to say.” Continue reading

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Overwhelmed by your to-do list at work? Warren Buffett may have the answer

I was quite surprised when my friend Buzz Williams shared Warren Buffett’s formula for success. (Actually he called it the Buffett formula of how to get smarter.) As a reader of many self-help books and a constant seeker of the latest ideas shared by thought leaders, I find that many of the suggestions about how to be successful are basically the same. And it’s not that Buffett’s idea is so different—it’s that his formula is rather unique. Continue reading

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Why sales people shouldn’t think like lawyers

I’m a firm believer in learning. And I often find that we can be more effective if we borrow some great ideas from subjects outside our own area of expertise. But some times what works in one discipline just doesn’t translate well—and this applies to lawyers and sales people. Continue reading

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Sometimes We Need a Dose of Common Sense

There are times we read about how to improve our business or increase sales and think, “This is full of common sense. Why don’t I do this?” That’s a good question. I guess one of the flaws of being human is that we need to be reminded about these common sense rules and how to apply them. And that’s exactly what my friend Geoffrey James does in his recently published book: Business Without The Bullsh*t: 49 Secrets and Shortcuts You Need to Know. This one is destined to be a best seller. Continue reading

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Can you build a close relationship in 45 minutes?

Building a relationship requires time. That simple concept is widely accepted. So I was really curious when I read Michael Simmons’ blog To Create a Real Connection, Show Vulnerability in which he cited research about developing a relationship in 45 minutes. Continue reading

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You just hired the best of the best, so why might you still need a sales model?

“We hire the best of the best. We make sure before we hire sales representatives that they have exceptional selling experience. So why do we need to invest in a sales model?” Sounds like a logical argument, doesn’t it? Unfortunately, it’s built on false assumptions and misunderstandings about what is involved in creating a culture of selling excellence. Continue reading

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Even If You Don’t Like Surprises, You’ll Like This

I was blown away by this recent video circulating on the internet. If you haven’t seen the interview about the “fake job”, you may want to stop and watch it right now. [] Even if you have seen it, you may want to view it again. I believe it is one of the most impactful demonstrations of the power of gaining interest that I’ve ever seen. Continue reading

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Are You Ignoring Obvious Selling Opportunities?

Although we may take great care in preparing our sales calls—how to open, what questions to ask, how to close, etc.—we tend to forget about those other points of contact. We neglect to recognize that virtually any touch point can be a true selling opportunity. Preparing what to say when we engage a prospect/customer in any situation—voicemail, email messages, or impromptu meetings in an elevator—could be what separates the great from the good. Continue reading

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If relationships are important to your success, what are you doing about it?

If relationships are important to your success, what are you doing about it? I often ask business professionals this question. As you’d probably expect, they agree their success is indeed based on building business relationships—whether it is getting approval for their idea, or selling a product to a customer, or just getting help from someone that they need to do to get their job done. But when I ask them what they are doing to improve how they build business relationships, they seem astonished by the follow up question. Continue reading

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Overcome Your Customer’s Goldfish Mentality with 4 Cardinal Rules

The average person has an attention span of 9 seconds—about the same as that of a goldfish. (At least, that’s what the BBC news claimed.)  9 seconds is an awfully short period of time. This means that we need to capture our customer’s attention immediately—and that what we say as our opening truly matters. Because if we don’t capture their attention right from the onset, the odds are the customer will lose interest and what we say afterwards probably won’t be heard. Continue reading

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