Rules, Tools & Attitudes

I have some extraordinary clients. I would like to think that I do a good job of expressing my gratitude to them—not only in words, but in how I work with them.  My Mom used to always say to me, “Actions speak louder than words,” “Walk the walk, don’t just talk the talk.” I assume [...]

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I imagine most people are freaking out about the start of 2009. If you’re not, your mind will start to play tricks on you as people ask: “How does this economy affect your business?”
This is not the time to panic. In fact, it’s a great time to gain clarity and work smart.
When is the last [...]

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What makes someone a great sales performer? Here are a few ideas:

THEY THINK BIG: High performers think beyond the transaction—they think long term, big picture and any other overused corporate jumbo you can think of. You get it.
THEY WORK: While I don’t believe effort = output, I do believe there is a positive correlation. The [...]

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Typewriters.
Seen one lately? Used one in the last 11 years? The answer above is “probably not.” If you had polled an audience in the 1960’s and asked if they thought typewriters would someday be “extinct,” I’d suspect the vast majority would say, “NO WAY. How could we ever live without typewriters?” And here we sit [...]

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My client, Jeff Jones, told me in a meeting this week that this is his motto: You tell them nothing until they tell you everything. I love the sound of it.
The idea here is that you, as a sales professional, should never lead with a brochure. In fact, you should never lead with “all of [...]

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If I Had a Million Dollars–this is not only a great song by Barenaked Ladies, but also a predominant thought of many highly commissioned salespeople.
In the “money” portion of our sales training programs, we often ask the question: “who wants to double their income?” or “who wants to make a million dollars this year?” It’s [...]

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I can’t stand when people don’t take accountability for their outcomes. Sales managers, I don’t know how some of you do it - listening to excuse after excuse after excuse after excuse…you get the picture. I know many CEOs want nothing more than to create a more ACCOUNTABLE work team. But no one has seemed [...]

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I’m sure many of you have struggled at some point in your sales career to find the contact information of a key prospect. Think about this situation. Your manager asks you to contact the CIO of a major insurance company. You know the guy’s name and company, but that’s it. Your likely strategy: cold call [...]

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OK, I’m not Moses, but it seems to be a nice way to get the point across. Read below. The sales world is not that difficult if you follow these straightforward rules:
1. Thou shalt never SELL anything. Embody the idea of being objective, analytical, and solely focused on making the businesses, lives, careers and bank [...]

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