Proposing and Selling to Geeks

by | Jan 26, 2016 | Proposing

A techie relates the following narrative: One day recently while working at an Apple store, I suddenly had the urge to use the toilet. After getting permission to leave the floor I hustled into the nearest stall in the restroom and began to pull my pants down, when I...

Rapport: Foundation for Likeability and Trust

by | Jan 19, 2016 | Sales Basics

While U.S. President during the 1980’s, Ronald Reagan understood the power of humor to help establish rapport in communication. Prior to his first nuclear arms negotiation meeting with Soviet General Secretary Mikhail Gorbachev in 1986, there was a great deal of...

Pack Your Own Parachute

by | Jan 12, 2016 | Prospecting

It’s extremely cold outside and seems to get dark about an hour-and-a-half after lunch each day. There were leaves on the trees when you received your last company-provided sales lead. Your wife wants to know when you plan on paying more than a minimum payment on the...

Increase the Green in 2016

by | Jan 5, 2016 | Sales Basics

You may have never heard of Dr. Robert Cialdini until now, but today, as we kick off a new year, I want you to hear some of the principles he offers for salespeople who need more charisma. Many salespeople are charismatic. You meet them, you like them, and even when...