LET’S FACE IT- YOU CAN’T WORK HARDER

I’m going to give you the benefit of the doubt that if you’re a regular reader of mine, or of anybody’s for that matter, then you’re putting in above average effort when it comes to developing your selling skills.  Most people just aren’t that interested in getting any better, so count yourself among the dedicated. [...]

By | 2017-03-19T20:18:52+00:00 December 30th, 2016|Think|Comments Off on LET’S FACE IT- YOU CAN’T WORK HARDER

LET’S FACE IT- YOU’RE NOT THAT DEDICATED

Sales Is Hard I’ve covered that before, and I won’t shy away from it in the future. And for those who accept the challenge and take it head-on, the rewards are incredible (and they’re more than just financial).  But there’s a lot of work that goes into the process.  Being good at selling requires a [...]

By | 2017-03-19T20:19:21+00:00 December 24th, 2016|Think|Comments Off on LET’S FACE IT- YOU’RE NOT THAT DEDICATED

THE REAL REASONS

They Don’t Buy From You Because… …you work eighty-hour weeks. …you’re pretty. …you wear nice clothes. …you drive a nice car. …you never put your phone down. …you have a really nice website. …your marketing materials are clever. …you give great ‘thank you’ gifts around the holidays. …you paid for the expensive business dinner. …you [...]

By | 2017-03-19T20:20:49+00:00 December 16th, 2016|Listen|Comments Off on THE REAL REASONS

LET’S FACE IT- NOBODY CARES ABOUT YOUR PRODUCT

Define value. Go ahead, I’ll wait… It’s a really tough word to describe, isn’t it?  Even in the dictionary, where there are multiple definitions for the term, words like estimated, relevant, equivalent, and worth are thrown around.  It means something different to everyone. If you’re new to sales, you probably think you can make a [...]

By | 2017-04-23T20:11:12+00:00 December 10th, 2016|Think|Comments Off on LET’S FACE IT- NOBODY CARES ABOUT YOUR PRODUCT

WHEN IT GOES SIDEWAYS

I’ve written a lot about the necessity of a positive attitude for success.  There just isn’t any way around it.  You’ve got to build one, then work your tail off to maintain it.  Sometimes, things are going to come up that bring you down, and most times you’ll be able to get through that without [...]

By | 2017-03-19T20:22:23+00:00 December 4th, 2016|Think|Comments Off on WHEN IT GOES SIDEWAYS