The View from Above Last week I flew from Dallas to Charlotte and had the pleasure of getting a middle seat in coach. Coach is where I often sit but I try and avoid a middle seat at all costs. But on this trip,…
Selling
Use Today’s Virtual Training for Tomorrow’s Success Keeping pace with tomorrow is getting harder and harder, but it’s more important today than ever before. All of us, especially as adults, have to keep learning and growing, or the world will pass us by. The…
Use Your Unique Qualities for Long Term Success. I have a confession. As a sales expert, you would likely expect me to be an extrovert. Well, you’d be wrong. My confession is: I am an introvert by nature. An introverted salesperson? Weird. It’s true,…
What Successful Salespeople Have in Common In my career, I have met, trained, and even coached so many unbelievably successful salespeople. They had far more differences than similarities, but the one thing every one of them had in common is that they learned the…
Great Performers Don’t Get There On Their Own The greatest performers in almost any profession that I can think of have great coaches; the performers don’t do it alone. In an article from the Harvard Business Review, they stated, “Most sales and service organizations…
Back when I first started selling, I was lousy. In fact, I failed at selling life insurance in just 3 months. I then took a job selling Lipton Tea in West Tennessee and thought that calling on grocery store chains and owners would be…
As someone who has studied intensely the idea of getting customers to “buy in,” it is more apparent than ever that there are 3 major reasons our prospects don’t buy in. Interestingly, these are rarely acknowledged or recognized by most sales professionals. As a…
“To sell Jane Brown what Jane Brown buys, you have to see the world through Jane Brown’s eyes.” I remember that phrase from several years ago as one of the greatest I’ve ever heard – especially as it relates to thinking like a customer….
It Isn’t Easy to Succeed. Last week my company hosted 20 of the most talented sales leaders I have ever met, as they attended our two-and-a-half-day Coaching Catalyst program. Their National Sales Director is an incredible leader, and their passion for what they do…
You’re shy. You’re an introvert. You want to sell. But how? Often, when I speak to groups about being great at selling by “thinking like a customer,” I end up mentioning how great introverts are at selling. Afterward, I’m almost always approached by people who…