Removing Yourself From A Sea Of Sameness

When you look at what makes some companies thrive while others struggle, the difference can be razor thin. When customers can’t distinguish what makes one company different from another, they are often at the mercy of apathy, or a decision based solely on price. It’s...

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“For A Few Dollars More…”

I know we’re beginning the holiday season, but I need to get something off my chest.  So, in the best curmudgeon voice I can muster, let me tell you what really bugs me about this season of shopping. You wander into a store, you cast your doubts aside, and you finally...

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Going 1-0 Every Day

I am a lifetime Washingtonian, and that means I have endured a certain level of pain when it comes to rooting for our local sports franchises.  I was a Washington Senators fan, but we lost the team when I was thirteen years old… I had to wait 33 more years until a...

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A Story/Poem For Salespeople

Before a presentation, I typically like to pace around quietly and keep to myself. While I was outside getting into my speaker zone, (yes, we do that,) I ran into an interesting individual. I was alone in the hallway except for a man who was also pacing around a bit,...

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The Forgotten Step In Closing

Finish this sentence: “Once a customer agrees to a deal, and they have signed their name on the line that is dotted, you ___________________!” When I learned how to sell, I was taught there were three answers to that question. “Leave!” “Leave now!” “Leave right now!”...

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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...

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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...

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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...

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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...

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