Category: Sales

  • Pennies into Fortunes

    Pennies into Fortunes

    Years ago, I listened to one of the most prolific speakers of a generation. He was already dead by the time I learned of him, but I bought everything he had ever written and everything I could buy that he had recorded for listening. He changed my life and therefore changed the trajectory of life. […]

  • 3 Reasons why people say they hate sales people, but shouldn’t.

    3 Reasons why people say they hate sales people, but shouldn’t.

    I can’t tell you how many times I have heard people say that they hate sales people.  And my response is always the same. “You hate people who help you solve problems you didn’t know you had, or maybe you did know that you had them, and you’ve had them forever, and the salesperson is […]

  • Transition Points: The undersold sale

    Transition Points: The undersold sale

    Life is and should be a constant transition point for most people.  If you don’t have very many transition points, then I would highly encourage you to read further.  Also, as a sales person or a person who wants to influence others, understanding transition points of others can help you sell more and influence more. […]

  • The power in one hour – 3 – Sales Calls

    The power in one hour – 3 – Sales Calls

    If you are in sales you have already heard this a million times I am sure, so here is the millionth and one time you are hearing this again. If you want to be successful in sales, you have to be willing to pick up the phone and call people who could potentially buy your […]

  • When sales people do this one thing it guarantees more closed deals.

    When sales people do this one thing it guarantees more closed deals.

    In sales, and in my sales training workshops, I have always reminded people of this one simple fact of sales:  When a buyer seeks to buy something, they will make the purchase when the value of whatever the solution (thing, object, service, etc.) that they are buying, exceeds the cost.  Simply stated: When the perceived […]

  • The one thing sales people must sell, but very rarely do.

    Everybody wants a guarantee that it will work.  You do, I do, and so does everyone else. Is this even realistic though?  Absolutely not. We all have to take a chance and jump in on whatever it is.  You have to buy the new car.  Upgrade the cell phone.  Upgrade the software.  Purchase the product. […]

  • 5 books on sales that everybody should read, especially sales professionals

    5 books on sales that everybody should read, especially sales professionals

    Sometimes a new book isn’t what you need.  Instead you need to go back and reread a book you have already purchased and read.  I can never get it all the first time around.  So going back and reading it again, and again, I can get closer to really understanding the material and ultimately practicing […]

  • How to make yourself more valuable

    How to make yourself more valuable

    When value exceeds price, at least in the buyer’s mind.  A person will usually be compelled to purchase.  If all things being in line as well. So the question is this.  What determines value? How do you determine value? What does value mean to you? Seth Godin who is an author and speaker, addressed value […]

  • Moving others; Why everyone, including you, are in sales.

    Moving others; Why everyone, including you, are in sales.

    According the Bureau of Labor statistics in 2012, 1 out of every 9 people were in a job classification that was considered sales.  So what about the other eight jobs?  Well, according to a study conducted by Daniel Pink (author) in his book To Sell is Human, the other 8 people are in sales as […]

  • 6 Things Sales People can Learn from Donald Trump

    6 Things Sales People can Learn from Donald Trump

    If you are a republican you might really like this post.  If you are a democrat the chances are you aren’t going to like this post or what is in it.  I want to challenge you regardless of which way you lean politically to read the post and learn something from it.  I am not […]