“For A Few Dollars More…”

by | Nov 29, 2019 | Sales Training

I know we’re beginning the holiday season, but I need to get something off my chest.  So, in the best curmudgeon voice I can muster, let me tell you what really bugs me about this season of shopping. You wander into a store, you cast your doubts aside, and you finally...

Going 1-0 Every Day

by | Nov 15, 2019 | Motivation

I am a lifetime Washingtonian, and that means I have endured a certain level of pain when it comes to rooting for our local sports franchises.  I was a Washington Senators fan, but we lost the team when I was thirteen years old… I had to wait 33 more years until a...

A Story/Poem For Salespeople

by | Nov 1, 2019 | Motivation, Sales Training

Before a presentation, I typically like to pace around quietly and keep to myself. While I was outside getting into my speaker zone, (yes, we do that,) I ran into an interesting individual. I was alone in the hallway except for a man who was also pacing around a bit,...

The Forgotten Step In Closing

by | Oct 18, 2019 | Sales Training

Finish this sentence: “Once a customer agrees to a deal, and they have signed their name on the line that is dotted, you ___________________!” When I learned how to sell, I was taught there were three answers to that question. “Leave!” “Leave now!” “Leave right now!”...