Would you buy from your company? If you were in the position of your buyer, would you buy from the company you represent? What are the benefits in dealing with you and your companies offering? Is your product or service the ...

I love baseball. I watch a lot of baseball. I watch in person and on TV. In my humble opinion, baseball is symbolic to life itself. Every day a game is played, thousands of decisions are made, and each one ...

“We can complain because rose bushes have thorns, or rejoice because thorn bushes have roses.”  ― Abraham Lincoln     So often during coaching exercises I hear my clients say things like: “That prospect won’t buy because of  ” “They ...

  This coming Monday (27-May) marks the unofficial beginning of summer. With Memorial Day we see the end of another school year, summer vacations and holidays, long weekends, and the normal summer slow down. For those of us that live ...

I’m sitting in my office and “ding”, the email icon appears, and for one time in my life it’s my only unread email in my inbox, so I quickly scan it and see it’s from a buyer asking something pretty ...

As a professional sales person, we are always looking for ways to get better at our profession. There are numerous tools available for sales people out there. From Smartphones, Software, Hardware, Aps and whatever else, there are a plethora of ...

In a recent conversation with one of my principals, he was talking about an operational principle on the factory floor called the “Glass Wall”. The wall is a realistic wall, and usually made out of plexiglass so you can see ...

With all the noise out there, are you trying to be louder? How can you have your messaging heard? What are you doing to be subtle? In my book, PROFITS, Your Seven Letters to Success, I write about the KISS ...

What is the one thing that every sales person would love to hear during a negotiation?  Wouldn’t we all love to have the prospect say? “I need you, more than you need me.”  It is really nice to have the ...