Chapter 3–The Secret to Winning

REMINDER: This 12-part series began on January 3. If you’ve missed something go back and read the Introduction, Chapter 1, and Chapter 2 before continuing. I mentioned once before that if you were to look at the photos and videos that come from your company’s...

Prospects vs. Suspects

Before we look into the dilemma of prospects vs. suspects, let me introduce the post with this. One morning the manager strolled into the sales room and just stood there with his arms crossed. One by one the reps began to take notice of him resulting in all of them...

People Don’t Trust Words; They Trust Action

A few years ago a friend shared with me that he very much wanted to leave his boring job and go into business with an acquaintance. As their discussions got more serious, some suspicions began to surface. My friend said this guy was often elusive, and some things he...

Internal Sales Tools

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...