Category: Uncategorized

We don’t need no stinkin’ resolutions!

This title is paraphrased from a famous line in movies from 1948, 1967 and 1974… Google the first five words. January brings the annual guilt trip caused by breaking or not making New Year’s resolutions.  I’m suggesting you forgo your weight loss resolution and instead implement some solid improvements in your everyday sales practice. Many of… Read more »

Dog Training

As near as I can figure about 60% of you reading this little blog are managers responsible for training your team.  It is to you that I address this edition. Mark Twain once said; “The more I learn about people, the more I like dogs.” I’ve often told my coaching clients there is a lot… Read more »

Get off your Butt!

There is a lot of noise around social media these days.  We hear about the importance of LinkedIn, Facebook, Twitter, etc.  Oh, and remember to write a blog and enhance your website regularly.  It’s all good stuff and you should do it. However, it doesn’t replace that one to one experience of a personal sales… Read more »

“I’m Not Worthy”

Back in the 90’s there was a bit on Saturday Night Live called Wayne’s World with Mike Myers (Wayne Campbell) and Dana Carvey (Garth Algar). One of the often used phrases was “We’re not worthy”.  So, where’s this going? When you meet a prospect for the first time, are you thinking, “I’m not worthy”? Or, do you walk in with… Read more »

Your Customer is NOT Always Right

If you’ve been in business longer than 12 months you’ve encountered that customer that is just impossible to please.  They blame you for something you can’t control, didn’t read your contract completely or just want more than you can possibly give.  You are then faced with the problem that your customer is W-R-O-N-G. There are… Read more »

Winging it? A bad idea!

You’ve made call after call, you’ve left many voice messages, written unanswered emails, all to no avail. Then, one day, you get a response and have now set up an appointment with this elusive prospect. Now what? First of all, don’t think of winging it and not doing any preparation.  That’s really a dumb thought. … Read more »