We wear complexity like a badge of honor Keeping it Simple “Well, it depends,” Chris told the producer. Inside my head, I was screaming at Chris to just make it easy and explain in simple terms. Unfortunately, he didn’t and the producer responded with the typical, “I don’t know. Let me think about it.” I’m […]
While you are driving down County Road C today, ask yourself a real question. “What am I worth to my customer versus my competition?” I mean really ask yourself this question. And put it into actual dollars per unit of whatever you sell. “Am I worth $10/ton of feed over my closest competitor?” “$20/bag of […]
Calling on the Wrong accounts! Start with Who Simon Sinek is great but wrong! Well, maybe not wrong, just not as clear as I think he could be. If you’re not aware, Simon is a YouTube sensation, writer and motivational speaker who speaks on his topic, “Start with Why”. It’s a great message and I […]
Balancing Sales Intuition and Laziness Part 5 of the Five Sales Killers. See previous articles at: The 5 Sales Killers Sales Killer #1 – FEAR Sales Killer #2 – FAILURE Sales Killer #3 – MUNDANE Sales Killer #4 – BELIEF In our fifth installment on the 5 sales killers, we tackle something that sounds […]
Failure teams up with Fear to form one of the most powerful sales killer: The Fear of Failure This is Part 2 of a 5-part series on the Five Sales Killers. See previous articles at The 5 Sales Killers Sales Killer #1 – FEAR […]
Fear doesn’t lurk in the background; it jumps up in front of you and kills your sale Well-intentioned motivational speakers often turn fear into the acronym: False Evidence Appearing Real. Not true. Fear is real and it’s there for a reason. If you fall off a cliff, you die. That’s real. If you overstep your […]
Trust: The ultimate sales relationship tool A lifetime to build but can be lost in a second “How much money do you earn a year?” “When are you planning to retire?” “When are you going to propose to her?” Could you even imagine asking these questions at a social gathering, the first time you met […]
Which do you need help with? Eventually, the answer is “Yes” to both. However, you need to know which area of your selling process you should work on first. Selling better is a matter of your selling skills Selling more is a matter of getting in front of more prospects or customers. Both are important, […]
Sales Lessons from Salmon Fishing in Alaska When Thom Winninger said “leaders don’t compete”, I thought quite possibly he had been out in the sun too long. Because everyone knows that leaders are highly competitive. They set out on their epic journey and slay the competition along the way to arrive at the top of […]
Take your “Starter Territory” to the top of your company’s charts! Everyone has a first day on the job. And every salesperson has a first territory. All is fine on day one as you settle into your new job, but soon after, you begin to get an uneasy feeling about your territory. Your customer list […]
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