BLArticle®
The personal touch of a blog; the informative touch of an article.
Teach Something Challenging
I’m sure you’ve heard this saying: “If you want to learn something, teach it.” Well, I’d like to add something to that saying: “If you want to learn something, teach it, and if you want to learn how to become a great teacher, teach something that’s challenging!” When...
Can Anybody Sell?
After over 30 years of teaching professional sales training, I’d like to answer the most often asked question. This question can be asked in various ways, such as, “Are you born a good salesperson?” or “Is the art of selling a natural skill?” Anyway you slice it, the...
The Sweet Science… And Selling!
The art of selling can be compared to many things, but I’ll bet you’ve never heard it compared to a professional boxing match! Personally, I think there are at least three significant similarities between great boxers and great salespeople: “Feeling out rounds.” Think...
What Do You WANT To Happen?
It’s rather amazing how our reaction to little, somewhat harmless events can provide insight into how we react to bigger events. Here’s a quick test for you: Take a moment and consider what your gut reaction would be to the following situations: When you misplace...
Finishing Touches
Do you know one of the kindest things that people in an audience can do for a presenter? Simply ask questions. It shows interest in the topic, an appreciation for the speaker, and often lets you know if there is any confusion within the audience....
The Perfect Combination
Question: Who do you think were the comedians in the greatest comedic team ever to step on a stage? To me, there is one, simple answer: Jerry Lewis and Dean Martin. Do you want to debate this with me? You won’t stand a chance. Consider the following facts: These...
Irons In The Fire
There are many who don’t have the stomach for selling, and I can appreciate that. After all, there’s the uncertainty of income, the occasional nasty customer with an occasional nasty comment, and of course, the rejection that goes along with selling. Salespeople...
Craps – The Perfect Metaphor For Success
I’ve never been much of a gambler. I suffer from what I call the “John McEnroe Syndrome.” I dislike losing more than I enjoy winning, and that’s why you probably won’t ever see me in a casino. I have gambled in the past, however, and the game that has always...
Why Don’t Top Performers Make Top Managers?
Recently, I came across an article that took a shot at the sales profession. Sadly, that’s not all that unusual, given all of the misinformation and personal prejudice about the profession. The article took a direct shot at the managerial skills of...
Embracing Repetition
A few months ago, my wife and I went to a concert of one of our favorite performers. (The name has been left out to protect our favorite performer.) He sang a few older songs, and a few newer songs, but there was one song in particular we were waiting for. This was...
Conquering Doubt
I’m a quirky guy, and as a distance runner, I had a few rather unusual tendencies to prepare for a race. Some might even say these tendencies were neurotic. One month before every race: I would not take a sip of alcohol until after the race. I would not eat foods that...
The Ultimate Indicator Of Success
Recently on a podcast, I was asked a common, but complicated, question. The question was this: “What do you look for in a salesman?” There were three of us on the panel, and we each had three very different answers. The first answer came from a...
Don’t Get Too Comfortable
When you think about it, for most of us, the pursuit of comfort is almost an obsession. We search for comfortable shoes, comfortable clothes, a comfortable house, a comfortable chair, and the list goes on and on. But strangely enough, not everything is...
Championship Rounds
I grew up playing and watching just about any sport, but strangely enough, the sport I enjoyed watching the most was one that I never participated in. I’m referring to “the sweet science" also known as boxing. I marveled at the skill of Muhammad Ali, the speed of...
The Polite Prospect Syndrome
For people who sell, there are many difficult objections that they need to prepare for; cost, trust, and urgency, to mention a few. One of the leading objections, however, is often misread. As a matter of fact, if you aren’t paying close attention, you’ll never see...
A Tough Call
We spend a great deal of time, effort, and training on how to make the sale, and rightfully so. But I want to ask this; what do you do when you do not make a sale? The fact is, no matter how talented you are as a salesperson, no one has a 100% closing...
The Ultimate Gift
I was raised by a Lion. No, not a real lion, but a true, card-carrying proud member of the Lions Club International. My father, Lee Jolles, served faithfully for over 50 years, and I was able to witness what it meant to be someone who really gives of himself. One of...
The Can’t Miss Holiday
I’m a New Year’s Eve man. No doubt about it, and I’m not ashamed to admit it. What can you say about New Years Eve that isn’t positive? Christmas is a wonderful holiday, but not everyone celebrates Christmas. The same could be said for Kwanzaa, Bodhi Day, Hanukah,...
Don’t Want To Be Sold? Be Careful What You Wish For
There I was, sitting down with a nice cup of coffee and watching a ballgame. An advertisement came on the air from not just any bank, but my bank. It turns out that Capital One bank is really going to shake up the banking industry. According to Capital One, “all...
The Perfect Underdog
When was the last time you tried to teach another person how to play chess? It’s no easy task. Recently, one of my kids expressed interest so I decided to have a go at it. Clearly, I was feeling ambitious. I began my lesson with what I felt was the easiest piece on...
“Rob is an expert not only in the art of influence,
but also in human nature.”
~Ken Blanchard,
coauthor of The One Minute Manager® and Trust Works!