The Guide to Using Goals When Nothing Else is Working
Getting Where You Want To Be About 6 weeks ago, I received a call from a sales rep from one of our clients, and he wanted my advice on how to land the real role he wanted–one that had eluded him for 17 years. He wanted to be in the Medical Group at a company […]
Stop, Collaborate, and Listen: Your Friends Have Skills You Might Be Missing
Like-Minded Professionals with Like-Minded Audiences Last week, I had the honor of spending all day with 2 of the most successful and dynamic people I have ever met. All 3 of us are launching our online virtual training programs on the best virtual training platform there is in our opinion–Lightspeed VT. Tony Capullo, my business […]
What’s Your Authentic Style of Selling?
Practicing Persistence Back in the 1980s, I learned a valuable lesson about selling. I was in the process of hiring my first salesman at the company I worked for. He wasn’t originally in the mix of candidates because I already had someone in mind, who I thought was perfect for the role. I got home […]
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), […]
Questions Are the Answers in Selling
The key to selling lies in curiosity about the customer, and curiosity is manifested in questions. Paul Cherry wrote a great book called, “Questions That Sell,” in which he hits home how crucial questions are in selling, influencing, persuading, or convincing others. In other words, questions are asked to help others find out whether or […]
13 Phrases that Changed My Life
Technology: Answers at your Fingertips I live to learn from others, so the internet (as for everyone else) has probably been the most powerful learning tool and resource for me. I use it to I read 5 blogs religiously; I receive a business book list every day from readitforme.com; I have a Kindle and Amazon […]
Immortality is the Ultimate Lasting Impression
When the “Last Impression” Hits Home Less than a week ago, my dear best friend, Mike Accardi, died unexpectedly of an illness that he only knew about for a week or less. His death is devastating, as he has been a rock in my life for 53 years. Our birthdays were a day apart, and […]
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 […]
Soft Skills or Hard Skills: Which is More Vital in Business?
The answer to this trick question is “neither.” They’re equally important in business. Soft Skills vs. Hard Skills Hard skills are the ones we have mastered, such as math, a foreign language, programming, reading, or expertise with powerpoint. These skills are easy to quantify and measure, while soft skills are harder to quantify because they […]
3 Things Millennials Can Do To Be Successful In Corporate America
Are Most Millennials Self-Employed? While some research has shown that the majority of millennials want to work for themselves, the reality is that many will have careers in traditional “corporate America.” Having spent 20 years of my life (from 25 to 45) in corporate America, I can tell you that it can be a great […]