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…
relationships
Like-Minded Professionals with Like-Minded Audiences Last week, I had the honor of spending all day with 2 of the most successful and dynamic people I have ever met. All 3 of us are launching our online virtual training programs on the best virtual training…
Business relationships are critical to helping us succeed, but we don’t always put the work in to cultivate the most important ones. Thus, we miss out on leveraging those relationships for mutual benefit. There are a lot of people I know, but there are…
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…
Last week, I was honored to be a guest on Kevin Kruse’s podcast. One of the best leadership experts in the world and author of 6 New York Times Best Sellers, Kevin is a serial entrepreneur and one heck of a nice man. His…
Training is Rapidly Changing. Are You? Training is All About Action I recently spoke at a sales conference for medical devices on the topic of how training is changing, and I made the case that it’s likely for the better. A lot of great…
The key to selling lies in curiosity about the customer, and curiosity is manifested in questions. Paul Cherry wrote a great book called, “Questions That Sell,” in which he hits home how crucial questions are in selling, influencing, persuading, or convincing others. In other…
Professional Connections Take Time It’s almost the end of January, which means many people have likely abandoned their resolutions. I’m here for a quick reminder of one resolution in particular that will help you maintain a strong professional year. Don’t “Ghost” Your Business Connections…
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….