L. Ron Hubbard said “Man thrives. Oddly enough, only in the presence of a challenging environment.” Too much stress is a bad thing. A little stress can be good. Whenever I feel a little stress, I am more productive, … Continue reading →

Zig Zigglar said, “The most powerful force in selling is the 3rd party influence.” Brian Tracey said, “Names are magic!” I say “When you learn to use names properly, you will raise yourself a level higher on the ladder of … Continue reading →

People ask me if I speak any languages besides English. I do!  I speak Body Language. Every salesperson should be a student of body language, theirs and their prospects. Everybody on a sales call is sending a message with their … Continue reading →

I recently read that 49% of sales people were unhappy with their jobs. Wow, that’s a lot of unhappy sales people! We all have mood swings. We all have had bad days, bad weeks and even bad months. The most … Continue reading →

How did this profession of selling get such a bad reputation? Most people are suspicious of sales people. Most people think  salespeople are pushy, high pressure, con-men, Charlatan, cheat, dishonest, crooked, twist your arm make you buy, say anything to … Continue reading →

If we ask 100 salespeople how many want to be successful, 100 will say “Yes, I do”. Yet, we know that by age 65 only 3 of the 100 will be able to pay their own bills. 97 will be … Continue reading →

Charles Darwin in Origin of the Species said, “It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.” So it is in sales and a sales career. As a … Continue reading →

Recently I read The Fine Art of Small Talk. It re-emphasized the importance of networking. It’s short and has big print. My kind of book, it’s worth a read! So, what is an elevator speech? The best explanation is a … Continue reading →

A recent NY Times bestseller had this title and if you Google this title, you get hundreds of references to this idea. Why? No sales people want to “Cold Call”, it is unnatural to call a stranger and ask them … Continue reading →

Emerson said, “The reasonable man attempts to adopt to the world, the unreasonable man attempts to adopt the world to himself. Therefore all progress is dependent upon the unreasonable man.” Every salesperson must be unreasonable because they are asking their … Continue reading →