Always Have a “Plan B” Strategy

If you’re familiar with any of my work you know I’m big on advocating for salespeople to perform pre-call preparation before every sales appointment. Today I want to go one step further and discuss crafting a backup plan, because circumstances often change. Football...

Well-Timed Leads to Well-Played

How many times have we all heard that “timing is everything?” I can certainly attest to that and will give you an example from my past. In 1980 I made a career change into a sales field totally foreign to any of my past employment experience. The reason I did this was...

Are You Keeping the Main Thing the Main Thing?

The vast majority of you who are blue collar salespeople in the services industry are in the midst of your busiest season of the year, working like one-armed wallpaper hangers! No one can possibly accuse you of not working hard, as you “swarm” around your sales...

Beam On

There are times when it is impossible to alter your circumstances, and definitely being enthusiastic and positive is important, but it can’t change the facts or erase history. As an example of this, in today’s post I’ll share a series of personal health events from my...