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Care-less People Sell Less

If you’re in the sales business, you’re in the people business. Believing in your product and convincing others to believe in your product (enough to buy it!) is at the heart of your profession. To do this effectively you must develop a deep understanding of who your customers are and how your product can improve […]

3 Successful Goal Strategies

It’s the end of the year and it’s time to start talking about goals right? Wrong! Now is the time to DO something about goals. If you are at all like me, talking about things (like goals) doesn’t accomplish much. When it comes to goals, it is too easy to: Talk about them but never […]

It’s About Time

It’s about time you start thinking about the time you are spending every day. Too often, we don’t think about time because we don’t visually see it going away. I mean, at the end of the day we realize that the day has gone. Or when we hit 30 years old, we wonder where the […]

The Biggest Problem Causing a Lack of Success

Why is it that some people succeed and others do not? There are a lot of schools of thought here (and unfortunately a lot of ignorant statements), but I’d like to suggest one overarching problem. What’s worse is that it is pretty easy to overcome if you want to. Problem – SURPRISE, they don’t want […]

Don’t Miss Out On Success

In past blogs I have mentioned how much I enjoy Shark Tank. If you don’t watch it, you really should. As a business professional, it is a great educational tool for both running a business and selling it’s products and services. One thing I really enjoy is the question asked of most of the entrepreneurs […]

Preparing for Battle – 5 Things You Must Do

Preparation is of utmost importance when going to battle. Could you imagine showing up to a gunfight with a knife? Or going to nuclear war without a gas mask? You might as well sign off on your own death certificate. And this my friends is the way many people approach sales calls. They show up […]

Why? Is there a more important question?

Simon Sinek started a whole new revolution in business when he delivered “How Great Leaders Inspire Action” at TEDx. The concept of asking why isn’t new. One of the first questions we learn as young children is “why?” Why do I have to? Why can’t I…? When we are asking why, we are attempting to […]

3 Ways to Make the Right Sale

If you have been following me long enough, you know that I believe there are right and wrong sales. The right ones fit neatly within your core competency to support your ideal client while generating a reasonable profit. The wrong ones have you doing things you shouldn’t with people you don’t need at little to […]

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If You’re Not Willing to Do It All, Quit Now!

“I want to lose weight, but I don’t want to eat right.” “I need to get a job, but I don’t feel like going on interviews.” “I want my business to grow, but I am not willing to make cold calls.” You can’t really pick and choose the good parts only when it comes to […]

One Way to Ruin Every Sale and Five Ways to Overcome It

We have all heard the term “preconceived notion.” This is where we form an idea or an opinion before we can prove it’s usefulness (or truthfulness). Unfortunately we are somewhat programmed to create these preconceived notions. We do it with other people, with places we go, and even with ourselves. But today I would like […]