Learning How To Say, “Thank You”

The other day, I spoke with a friend who had good news. In a battered industry, and for this person, a battered profession, he had good news.  After some hard work, a break had come his way, and my immediate reaction was to tell him how happy I was for him.  That...

read more

The Fairytale Called, “Win/Win”

NEGOTIATION: a formal discussion between people who are trying to reach an agreement Reaching an agreement sounds easy enough, right? Whenever you hear anyone lecture on negotiation skills, you always hear the same thing: The goal is to create a win/win agreement. How...

read more

Teach Something Challenging

I’m sure you’ve heard this saying: “If you want to learn something, teach it.” Well, I’d like to add something to that saying: “If you want to learn something, teach it, and if you want to learn how to become a great teacher, teach something that’s challenging!” When...

read more

Can Anybody Sell?

After over 30 years of teaching professional sales training, I’d like to answer the most often asked question.  This question can be asked in various ways, such as, “Are you born a good salesperson?” or “Is the art of selling a natural skill?” Anyway you slice it, the...

read more

The Sweet Science… And Selling!

The art of selling can be compared to many things, but I’ll bet you’ve never heard it compared to a professional boxing match! Personally, I think there are at least three significant similarities between great boxers and great salespeople: “Feeling out rounds.” Think...

read more

What Do You WANT To Happen?

It’s rather amazing how our reaction to little, somewhat harmless events can provide insight into how we react to bigger events. Here’s a quick test for you: Take a moment and consider what your gut reaction would be to the following situations: When you misplace...

read more

Finishing Touches

Do you know one of the kindest things that people in an audience can do for a presenter?  Simply ask questions.  It shows interest in the topic, an appreciation for the speaker, and often lets you know if there is any confusion within the audience.  Unfortunately, far...

read more

Irons In The Fire

There are many who don’t have the stomach for selling, and I can appreciate that.  After all, there’s the uncertainty of income, the occasional nasty customer with an occasional nasty comment, and of course, the rejection that goes along with selling.  Salespeople...

read more