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...

When Questions Become Conversations

It seems basic to be told, taught, and monitored to ask questions when we communicate with clients. I can’t imagine anyone who has been trained to sell who has not been taught this lesson… and taught this lesson multiple times.  Well, I’m here to tell you it’s...

The Agony of Default

default: a selection made usually automatically or without active consideration.   I think we all have a love/hate relationship with the default settings within our computers.  In theory, these settings are designed to make our lives easier, and to help us do our jobs...

Planting a Seed for Commitment

Many years ago, I remember watching an old Woody Allen move called “Annie Hall.”  It wasn’t my favorite movie, but there was one particular scene I really connected with.  Woody Allen was on a first date with Diane Keaton, and he was nervous about the first kiss that...