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Is Your Eye On The Ball?

Mar 10, 2010 3:26pm

Is Your Eye On The Ball? I can tell spring is about to arrive when I listen to my favorite sports radio show and I hear the ‘Hot Stove” league heating up. The show hosts go on seemingly forever about the same players and how they fit in to this years...

Do You Make This Olympic Sized Mistake?

Mar 1, 2010 8:11am

Do You Make This Olympic Sized Mistake? As the 2010 Winter Olympic games came to a close I am haunted by a certain story which involves snowboarder Lindsay Jacobellis and her failed attempt at redemption. Jacobellis suffered a disastrous crash four years ago at the Turin, Italy winter Olympic games when...

Super Bowl Sales Lessons

Feb 16, 2010 12:44pm

Super Bowl Sales Lessons If you watched the Super Bowl a couple of weeks ago you saw a play that will probably go down in history as one of the boldest and gutsiest plays ever called. The play I’m taking about happened at the very start of the second half. It’s...

Feel Like Groundhog’s Day Is Everyday?

Feb 3, 2010 10:50pm

Feel Like Groundhog’s Day Is Everyday? The one holiday that seems to always catch me by surprise is Groundhog’s Day. Each year I am reminded by warmly dressed television reporters in early February about this whimsical, annual event. As I was watching the news this past week, I saw that once...

Is Your Time Up?

Jan 25, 2010 12:24pm

Is Your Time Is Up? You may have heard that most sales people who struggle just lack commitment. You may have wondered what that statement really means. Specifically, for me it means to be committed to bringing the transaction to a conclusion after you have made a presentation of your solutions. This...

Do You Have a Policy Too?

Jan 14, 2010 1:01pm

How many times have you heard your prospect tell you that they have a “rule” or “policy” when they purchase? You know something like, “We have a rule, we never make a purchase on the first visit from a sales person.” Sometimes the rules that buyers have are dysfunctional and...

Are You Ready To “Do It Now?”

Jan 7, 2010 10:48am

The Speed Of Business Are you ready to adopt the philosophy of “Do It Now?” You may already be performing a “Do It Now’ service in your company but just not charging for it. This program can make the difference between being profitable of not if you use the correct strategy...

Negative Talk Sets Low Expectations

Dec 21, 2009 2:52pm

Is it any wonder that since John has “normalized” poor expectations, Larry’s account will be reaching the 90 days overdue status very soon? The self-fulfilling prophecy of low expectations can be more damaging than any other real or imagined stumbling block to operating a profitable business. Expectations Create Results...

Is Gratitude Part Of Your Sales System?

Dec 14, 2009 11:37pm

Simple Thank You Is Not So Easy Without a doubt, life today flies by at record speed and many of us get overwhelmed around the year-end holidays. I wonder if many people in sales business have thought much about the people who are at the center of whatever success they have achieved? I...

The Silver Bullet Of Sales

Dec 8, 2009 4:13pm

The Silver Bullet Of Sales Whenever I work with sales managers who are failing, I notice that they all talk about the immediate issues going on with their salespeople and are looking for the “quick-fix” or “silver bullet” answer from me. Most of them have given up and think they have already...