Is sales a tal­ent, a learned skill? Or is it a genetic trait, one passed down within some DNA sub struc­ture?
I now fully believe that is all about the breed­ing. If you are  a good sales per­son then chances are high that your father’s, father’s, father was out mak­ing quota sell­ing buggy whips or […]

Darn those pesky prospects, if it weren’t for them what a great job we would have.
To com­bat the prob­lem of too many sales leads, I have come up with a sure fire method of mak­ing sure no one returns your phone calls or replies to your emails.  I can absolutely guar­an­tee the results. 100% of your […]

From the Desk of: Sales Chick
10/2/2009
Dear Oprah,
Since you are hang­ing out in Copen­hagen pitch­ing the idea of the Sum­mer Olympics in Chicago with your side kick Pres­i­dent Obama (Seri­ously, you know who really has all the juice and influ­ence.  After all how many books, or bras, has he sold?)
I thought it would be great time for […]

Lying, no good horse thieves.
You know the stereo type. Say any­thing, to any­body.  Get the sale. Love ‘em and leave ‘em.
Fact of the mat­ter is, most of my col­leagues, friends and past asso­ciates are above board and con­duct their busi­ness with the utmost integrity.   Most peo­ple can smell a sleaze ball a mile away.  If you […]

Edi­tors note:  By day, Tuna is a pro­fes­sional sales per­son,  hump­ing his bag across his multi-state ter­ri­tory.  By night and week­ends he is an accom­plished  semi-professional poker player.   (Which  I guess means  he can’t com­pletely pay his mort­gage play­ing poker) What fol­lows is a the first of a series as Tuna looks at the similarities […]

What’s in a promise?
More and more we have to promise more and more.  Sell it , make that weekly nut, take a breath, and do it all over again, and again, and again.
One of the most dif­fi­cult things to over­come is the del­i­cate bal­ance between integrity and accom­plish­ment.
Those nomads in the land of sell whatever -  […]

I sell, there­fore I am.
OK maybe it’s not really that deep.  How­ever, if you are now and want to con­tinue to be a suc­cess­ful sales per­son there are at least  5 truths as it relates to your per­sonal development

Pro­fes­sional sales peo­ple must con­tin­u­ally learn and adapt.
Fail­ure to change may mean that we lose  the trust and […]

As a great man once said: ”Shh! I’m hunt­ing wab­bits ‘cause it’s wab­bit sea­son.”
Granted we are all not great men like Elmer J. Fudd, Mil­lion­aire. But it is the start of a hunt­ing sea­son of sorts; P&L sea­son. It’s time to start hunt­ing for that elu­sive ani­mal that lives in all your accounts and […]

Do you sell the Ser­vice or the Prod­uct?
In all the sell cycles I have ever been in there is an argu­ment for lead­ing with either.  I must say that sell­ing the ser­vice and giv­ing the prod­uct away has always seemed the smarter choice but almost no one  does it that way.   A few excep­tions to […]

Whats that thing Mom used to say?  God gave you two ears and one mouth.   Active lis­ten­ing is the best great­est skill a sales per­son can carry in their bag. Unfor­tu­nately nearly all sales train­ing revolves around talk­ing, pre­sent­ing and plac­ing the buy­ing influ­ences into cat­e­gories.
Good lis­ten­ing skills is an art form that take a […]