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What We Can Learn About Selling from Politicians’ Mistakes

There doesn’t seem to be a lot of trust in what politicians say these days. Fact finders seem to devote much of their time to researching what politicians claim and then explaining what the real “truth” is. That’s probably one of the reasons folks seem so angry and upset during this election period and many claim to be “turned off” to the whole process. That lack of trust is a big factor—and something that we should recognize when selling.

By | July 20th, 2016|Knowledge, Messaging, Relationships, Selling|0 Comments

Take Advantage of Chance Encounters

Chance encounters. We all have them—we sit next to someone on the train or stand in line behind a person when grabbing a cup of coffee in the morning. How many of these could be missed opportunities for networking and connecting? If we don’t engage that person, we might never know. But why should we talk to them—and perhaps continue to engage them? What difference can it make? As Whitney Johnson describes in her recent blog, An airline cancelled my flight and put me in a van. Along the way, I got lots of lessons on how *not* to network, it has the potential to be life changing.

By | July 13th, 2016|Being Successful, Connecting, Networking|0 Comments

He Did It Again-CEO Jerry Acuff Recognized as One of Top Sales Gurus

Sales Guru just released their list of the world's top 30 sales professionals for 2016 and CEO Jerry Acuff has moved up to #8 in the list.

By | May 7th, 2016|In-The-News|0 Comments

Success is a Team Sport: The 3 Qualities of a Great Team

The Villanova win in March Madness was amazing to watch—especially with our regional office located in nearby Malvern, PA. What a game and such excitement till the last second! No wonder the fans went wild. Great win for a team based in teamwork and respect for their coach. It reminded me of another great basketball game between Virginia Tech and Florida State I was privileged to watch in person. It also kept you on the edge of your seat—with less than 9 minutes remaining in the game, the Virginia Tech Hokies trailed 64-58. Yet they won the game with a score of 83 to 73. Florida State had better players and more talent yet they lost. What made the difference? Teamwork.

By | April 20th, 2016|Being Successful, Collaborating, Connecting, Mindset, Selling|0 Comments

It’s Spring—Time for Mental Spring Cleaning

It’s Spring! When you hear the word “spring” you might think of sunshine, flowers, and warmer temperatures. Others might think of spring cleaning—because this new season is a great time to clear out those cobwebs. Spring cleaning is not just physical—it’s also mental. It’s really an opportune time to take stock about what you’ve accomplished so far and how things are trending for the rest of the year. Already one-quarter of the year is gone. Look at the goals you set for the year. How are you tracking? And what could you be doing to get better?

By | April 13th, 2016|Selling, Selling Excellence, Setting Goals|0 Comments

Despite Decreased Attention Spans, How to Capture Customer’s Interest

I used to feel sorry for goldfish swimming in that small bowl, day after day. But then I learned that goldfish have a 9-second attention span. They likely don’t realize they’re going around in circles. Certainly that wouldn’t apply to humans—but then I learned that our ability to pay attention has decreased dramatically in the past 100 years. Humans used to be able to pay attention for 20 minutes—now our attention span is the same as that goldfish. What this means for us in sales is that we better capture attention pretty quickly—or else our customers won’t listen to what we say. And if we can’t get them to listen, we certainly can’t get them to buy our product.

The Other Side of Questioning—The Art of Responding to Customer’s Questions

Selling excellence requires the ability to ask well-designed questions. And that’s what we tend to focus on when developing this skill. But aren’t we missing out on sales opportunities if we don’t also focus on better ways to respond to the questions our customers ask?

By | March 30th, 2016|Power of Questions, Questioning, Selling, Selling Excellence|0 Comments

How to Increase the Likelihood of Being Successful in Selling

In this 10-minute interview with Sales Rep Radio, CEO Jerry Acuff provides a roadmap of how to increase the likelihood that you can be successful selling anything to anyone. Hint: A major part of the process is not to think of yourself as a sales professional.

By | March 29th, 2016|In the News-Old, Uncategorized|0 Comments