The Ultimate Indicator Of Success

Recently on a podcast, I was asked a common, but complicated, question.  The question was this: “What do you look for in a salesman?”  There were three of us on the panel, and we each had three very different answers.  The first answer came from a product specialist,...

Don’t Get Too Comfortable

When you think about it, for most of us, the pursuit of comfort is almost an obsession.  We search for comfortable shoes, comfortable clothes, a comfortable house, a comfortable chair, and the list goes on and on.  But strangely enough, not everything is supposed to...

Championship Rounds

I grew up playing and watching just about any sport, but strangely enough, the sport I enjoyed watching the most was one that I never participated in. I’m referring to “the sweet science” also known as boxing.  I marveled at the skill of Muhammad Ali, the speed...

The Polite Prospect Syndrome

For people who sell, there are many difficult objections that they need to prepare for; cost, trust, and urgency, to mention a few.  One of the leading objections, however, is often misread.  As a matter of fact, if you aren’t paying close attention, you’ll never see...

A Tough Call

We spend a great deal of time, effort, and training on how to make the sale, and rightfully so.  But I want to ask this; what do you do when you do not make a sale?  The fact is, no matter how talented you are as a salesperson, no one has a 100% closing ratio....