Your Errors and Omissions Policy

You should never give yourself an excuse to lose. Some years ago I remember a sharp B2B sales rep that was asked to compile a proposal for the president of a large services company, following a successful initial appointment. This would have been the largest sale this...

Buyers Are Liars – Part 2

Last time, in Part 1 on this topic, we uncovered and discussed some of the “whys” of lying buyers. Please go HERE and catch up if you missed it. Now, in Part II, we will focus on some of the observable signs that someone is lying When you see quotations they are from...

Buyers Are Liars – Part 1

I don’t have to tell you that selling is a difficult profession. To make things even more convoluted good ‘ole Joe (and Josephine) America prospects, who are basically honest folks, immediately begin to stretch the truth every time they have a conversation with a...

Stop Confusing Activity with Productivity

I went out this morning to fill the birdbath with water. After turning on the hose, I saw that my car needed washing. I headed toward the car when I noticed the mailman at the street so I decided to look through the mail first. I laid the car keys down on the table...

Anybody Can Quit

In today’s post, I want to remind salespeople to never give up, by sharing some ideas to ensure that never happens. Anybody can quit, and frankly most people do. If this were not so, the winners circle would be a lot bigger, and far more crowded. Therefore by simply...