Do you Sell Like a Blower or a Vacuum?

by | Oct 30, 2015 | Sales Basics

If you own a tool like the one in the picture to the left, you can accomplish two distinctly different purposes. One minute you can blow the grass clippings off your sidewalk and porch, and the next with the flip of a switch, you can suck up and dispose of all the...

The Great Pyramid of Provider Relationships

by | Oct 22, 2015 | Sales Basics

As salespeople, we all want to endear ourselves to our customers by gaining and maintaining the best possible relationships. You may be aware that there are four different relationship levels you can occupy as the provider of whatever you sell. Today let’s take a...

Internal Sales Tools

by | Oct 14, 2015 | Sales Basics

The selling universe is replete with external sales tools: sales scripts, workbooks, computer software, brochures, and I-Pads to name just a few. These are great and certainly necessary to compete in today’s competitive sales climate. But in the grand scheme of things...

The Ten Cannots

by | Oct 8, 2015 | Sales Basics

Today I am pulling back from the traditional Selling Point-type message that I usually post about in favor of exposing you to something I stumbled upon that I just feel compelled to share. Considering that you, as readers of this newsletter, are typically middle...

Put Your Jaws On Pause

by | Oct 1, 2015 | Assessing

A large company, looking for change, hired a new CEO who was determined to rid the company of its slackers. Shortly after becoming the big kahuna, this new leader noticed a guy leaning against a wall at a company facility he happened to be visiting. Since there were...