BLArticle®
The personal touch of a blog; the informative touch of an article.
Removing Yourself From A Sea Of Sameness
When you look at what makes some companies thrive while others struggle, the difference can be razor thin. When customers can’t distinguish what makes one company different from another, they are often at the mercy of apathy, or a decision based solely on price. It’s...
“For A Few Dollars More…”
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
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
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
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!”...
The Litmus Test For Great Customer Service
Ah, great customer service! It is the ultimate secret weapon that any business can provide. It’s really not that complicated; if you can provide great customer service, good things are bound to happen for you and your business! Most people won’t argue with...
Learning How To Say, “Thank You”
The other day, I spoke with a friend who had good news. In a battered industry, and for this person, a battered profession, he had good news. After some hard work, a break had come his way, and my immediate reaction was to tell him how happy I was for...
The Fairytale Called, “Win/Win”
NEGOTIATION: a formal discussion between people who are trying to reach an agreement Reaching an agreement sounds easy enough, right? Whenever you hear anyone lecture on negotiation skills, you always hear the same thing: The goal is to create a win/win agreement. How...
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...
“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!