Why Your Prospects Aren’t Buying In

The View from Above Last week I flew from Dallas to Charlotte and had the pleasure of getting a middle seat in coach. Coach is where I often sit but I try and avoid a middle seat at all costs. But on this trip, I was glad I got that middle seat. I found myself [...]

By | December 11th, 2018|Selling|0 Comments

Don’t Let Tomorrow Get Ahead of You

Use Today’s Virtual Training for Tomorrow’s Success Keeping pace with tomorrow is getting harder and harder, but it's more important today than ever before. All of us, especially as adults, have to keep learning and growing, or the world will pass us by. The internet and the amount of information out there explodes daily in [...]

By | September 27th, 2018|Selling|0 Comments

Introvert By Nature, Salesman By Choice

Use Your Unique Qualities for Long Term Success. I have a confession. As a sales expert, you would likely expect me to be an extrovert. Well, you’d be wrong. My confession is: I am an introvert by nature. An introverted salesperson? Weird. It’s true, and it’s why I am successful today. The Introvert’s Advantage I [...]

By | August 3rd, 2018|Selling|0 Comments

5 Reasons Why Being Yourself Is the Foundation of Success in Sales

What Successful Salespeople Have in Common In my career, I have met, trained, and even coached so many unbelievably successful salespeople. They had far more differences than similarities, but the one thing every one of them had in common is that they learned the fundamentals of selling by thinking like a customer and then implemented [...]

By | July 2nd, 2018|Selling|0 Comments

To Be Great at Selling, Find a Great Sales Coach

Great Performers Don’t Get There On Their Own The greatest performers in almost any profession that I can think of have great coaches; the performers don’t do it alone. In an article from the Harvard Business Review, they stated, “Most sales and service organizations have invested more time and effort in the past five years [...]

By | June 20th, 2018|Selling|0 Comments

From Lousy To Great At Selling: I Did It. Here’s How.

Back when I first started selling, I was lousy. In fact, I failed at selling life insurance in just 3 months. I then took a job selling Lipton Tea in West Tennessee and thought that calling on grocery store chains and owners would be something I could do. I had a terrific boss (Miles Boyd), [...]

By | March 29th, 2018|Selling|0 Comments

Why Aren’t Your Prospects Buying?

As someone who has studied intensely the idea of getting customers to “buy in,” it is more apparent than ever that there are 3 major reasons our prospects don’t buy in. Interestingly, these are rarely acknowledged or recognized by most sales professionals. As a result, I believe it keeps them from being far more successful. [...]

By | December 14th, 2017|Selling|0 Comments

Stop Trying to Sell. Just Listen

“To sell Jane Brown what Jane Brown buys, you have to see the world through Jane Brown's eyes.” I remember that phrase from several years ago as one of the greatest I’ve ever heard - especially as it relates to thinking like a customer. Of course, it’s much easier said than done. In the process [...]

By | November 28th, 2017|Selling|0 Comments