God’s People Need to Reclaim America

Times are far from normal in America, so I am pre-empting my usual sales-related missive this week, because in 8 days our nation will participate in the most crucial presidential election in our history. I am not a political pundit but I am a Christian believer, and I...

Got One of These in Your Toolbox?

If you have been in sales for any length of time, you have certainly been advised to develop an “elevator pitch”, which is a conversation starter used to describe your business, product or services. The name comes from the fact that it takes 30-60 seconds to complete...

Sales Results Not Hitting on all Cylinders?

Your closing rate has dropped. Your pending proposal stack is getting taller. Even though you don’t want to admit it, your weekly proposal output is declining. The competition is kicking your butt more often than they used to. You’re not hitting your budgeted sales...

How are Sales Born?

Many of you are familiar with legendary salesman and author Frank Bettger (1888-1981). Somewhere along the way I heard a story recounting when he was a green insurance salesman, struggling daily to get appointments (sound familiar?). As the story goes, one day he...

Fertilize Your Commission Checks

I read an interesting article pointing up the importance of having customers that are willing to buy from you over and over again. In the article, a survey reported that a fast food restaurant determined that a repeat customer was worth about $11,000 over their...