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 […]

It’s Sep­tem­ber, so I’m guess­ing  you, like most of us,  had your annual or quar­terly National Sales Meet­ing at some point in the last few months . You know the meet­ing com­pa­nies have early Jan­u­ary, mid Decem­ber or just ran­domly through the year.  My com­pany has fis­cal year end in June so for us we […]

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 […]

Sales based movies are far and few between. When they do come out they are either about car sales, reflect the sales peo­ple as the stereo­type sleaze­ball or the depress­ing Willy Loman tragic sad sac.  But from time to time a scene or two cap­tures our lives and atti­tudes. You know them. You talk about […]

No doubt about it the phone is your most valu­able tool. It is the method of com­mu­ni­cat­ing with prospects and clients. When you think about it noth­ing hap­pens in most sales jobs with­out a phone call.   You can’t build your pipe with­out it and you cer­tainly can’t close with­out it. What amazes me is how bad some […]