The How And Why To Sell To Friends

In sales, it seems the toughest prospects are the ones we know best. Have you ever wondered why? It might be because we think we’re overstepping the lines of friendship. When we know someone well, we never want that friend to question our motives for the friendship. ...

What Song Will They Sing?

Once upon a time, I dreamed of being an actor.  This dream was fueled by a steady diet of watching war movies at home with my dad, going to movies with my brother and watching Lewis Martin movies alone.  The first job I ever had was working as an usher at a movie...

Can You Sell And Problem Solve?

The title of this Blarticle® poses a great question, and I’ll always have a soft spot in my heart for Aetna Insurance Company for teaching me the answer… quite by accident.  Aetna had signed up for Xerox sales training and I flew off to pilot the training in their...

Thank Goodness It’s… Wednesday?

As a kid, I remember looking forward to Fridays.  Although you had to work your way through the day, you knew that, at the end of that day, the weekend would begin! I think I probably had a kind of pep in my step, since I knew that fun was only hours away.  I looked...