Know Before You Go

Those of you who are outside salespeople, especially in a services industry, are thankful that spring has arrived and with it an uptick in sales leads. Readers of this newsletter will quickly be reminded and realize the need for asking questions to vet these market...

Why Salespeople Hate Proposal Follow Up

As a senior citizen in my 70’s I consider having lived a fairly normal life, including experiencing my share of rejection along the way. For example: Dad; Jack and J.D. are camping in the backyard in a tent tonight. Can I go too? NO! Mom; I’m the only one that doesn’t...

8 Simple Ways to Become More Charismatic

Most of us in the sales profession like to think of ourselves as amiable people, whether we are introverts or extroverts. But if you were to ask if we were charismatic, far fewer of us would probably claim that. Charismatic is an adjective we might apply to people...

“Burn the Ships”

Of course you’ve heard of the legendary Alexander the Great. He built an empire that, at its height, stretched from Ancient Greece to India. One of his strongest and most formidable enemies was the Persian Empire of Darius III. In 334 BC, Alexander (age 21 and prior...

Short on Ears and Long on Mouth?

Today I want to share part of a story from a financial newsletter I follow, and this particular narrative has a lot of relevance for all salespeople, regardless of industry. I’ve changed the names to protect privacy and am highlighting in bold specific things you...