Limbo Selling

Photo by Christian Joudrey on Unsplash I can name that tune in… Some of you may recall a game show called Name That Tune, where contestants won points for being first to name a song after hearing an orchestra begin to play it. I was always amazed how quickly some...

Failing in Plain Sight

Photo by Doug Robinson “What can I do to get more appointments?” This is a common question asked by many blue collar outside salespeople who are experiencing a winter slump. It is hard for many to understand why appointments are an issue when many of these businesses...

Most Yardage Doesn’t Ensure Victory

Photo by Nathan Shively on Unsplash Matthew Stafford has always been one of my favorite NFL quarterbacks, beginning with three solid years as a Georgia Bulldog from 2006-2008. He went on to the Lions as a first round draft choice and is today the highest paid NFL...

First Things First-Part 2

Graphic courtesy of www.sethrexilius.com on Compete4Christ Blog, March 15, 2014 If you haven’t read the introduction to this article, please go HERE and read Part I before continuing. 1. Be sold personally before you can sell others – Your first sale must be to...

First Things First-Part 1

Photo by Fab Lentz on Unsplash Some years ago I conducted platform sales training for new blue collar sales employees at a large nationwide services company. During that multi-year assignment over 5,000 sales employees cycled through my classrooms. I certainly don’t...