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 […]
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 […]
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), […]
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 […]
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 […]
Be Intentional About Work
The word “intent” refers to my mindset at the time of a specific action, and it’s something many don’t think about in the workplace context. So, what can be said about working intentionally in 2017? Working In Purpose Today, the mindset of many workers is to work at a place where there is a strong […]
3 Big Leaps Toward Better Business Relationships
It’s hard when I hear professionals discussing business without either of them using the phrase, “I have a great relationship with…” For me, the most valuable parts of a business career are the relationships. Bottom line: In business, relationships are crucial. If People Like You, They’ll Listen When we have great business connections, people often […]
Three Essentials to Keep from Boring Your Audience
We’ve all been there. We’ve sat in the two-hour seminar, dozed off during a class lecture, and daydreamed through a sermon or two. In today’s case, I’ve been sitting in a meeting of about 350 people, and it started 90 minutes ago. So far, 20 minutes of the speech have been quite interesting, while 70 […]