Should I Stay Or Should I Go?

Most sales people do a lousy job of deflecting negativity and take things personally all too often. As social creatures of the marketplace, they are at least partially defined by the relationships they establish. A portion of those people are known quite well and are...

Risking Sales Rejection

Following is an actual rejection letter sent to a novelist who submitted a manuscript in hopes of being published. I have removed all names for privacy. Dear Bad Writer, Unfortunately it falls to me to inform you that (publisher name) will not be publishing your novel...

When Buyers Won’t Buy

In sales we do a lot of talking, training and coaching about how to get new customers, but we probably don’t talk enough about what to do and how to respond when we are rejected and buyers refuse to buy. It’s understandable why everyone in the selling...

Got the Right Stuff for a Career in Sales?

A shepherd was herding his flocks in a remote pasture when suddenly a brand new SUV rolled up out of a dust cloud. The driver, a young sales consultant in an expensive suit leaned out of the window and asked the shepherd: “If I can tell you the exact number of sheep...