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 […]
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 […]
How To Manage Your Most Important Relationships
Business relationships are critical to helping us succeed, but we don’t always put the work in to cultivate the most important ones. Thus, we miss out on leveraging those relationships for mutual benefit. There are a lot of people I know, but there are few with whom I have close business relationships. That doesn’t mean […]
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), […]
3 Tips for New Leaders
Last week, I was honored to be a guest on Kevin Kruse’s podcast. One of the best leadership experts in the world and author of 6 New York Times Best Sellers, Kevin is a serial entrepreneur and one heck of a nice man. His last question to me was, “What advice do you give to […]
Training is Rapidly Changing. Are You?
Training is Rapidly Changing. Are You? Training is All About Action I recently spoke at a sales conference for medical devices on the topic of how training is changing, and I made the case that it’s likely for the better. A lot of great training exists out there, and while there’s a lot to go […]
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 […]
Your Business Relationships Need Attention
Professional Connections Take Time It’s almost the end of January, which means many people have likely abandoned their resolutions. I’m here for a quick reminder of one resolution in particular that will help you maintain a strong professional year. Don’t “Ghost” Your Business Connections or Prospects “Ghosting” refers to the ending of a relationship (in […]
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. […]
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 […]