Archives

You can’t connect if you have no dots

It’s funny how things line up… You’re humming along and it seems like everything’s falling into place perfectly… Until it doesn’t. Things aren’t lining up for you right now because you stopped putting up your dots. Dot Days are the days where you’re tired, frustrated, & seems like it’s all for naught… Nothing’s for nothing. […]

Read More

How to sell to your friends & family

Watch this on YouTube! “Don’t take it personal.” I’ve heard that one a time or 10,000 but didn’t always stay true to it. I’ve blown deals because I took it personal when a customer came in & tried to bulldoze me or act a jerk. I’ve blown deals too with friends and family because I […]

Read More

It‘s not called First Replier

You want to separate from the herd of other salespeople? Respond instead of Reply…

Read More

Back in the Sales Lab: “Rarity”

Do you realize you possess the #1 skill in the world…& it’ll make you indestructible!

Read More

Many graduate…few educate

Well the season is upon us. The cards are coming in the mail and the envelopes are slid underneath your keyboard the minute you step out of your office for coffee. Some of the kids you watched grow while others you barely even know are graduating high school or college.  A few know where they’re […]

Read More

It’s not about just you

I had a salesperson that I just couldn’t seem to get her to work with more customers- being she was new, I would repeatedly emphasize to her to work with more customers, but when they would come in, she’d usually fall back & let another salesperson Up (catch) them. I couldn’t figure it out..she knew […]

Read More

The Psychology Of A T.O.

One of the hardest things for a new salesperson to grasp is the significance of a T.O.  The reason why new hires are resistant to the T.O. is because of its negative thinking behind the word “T.O.” The only thing good about the word “turnover” is when it has the word apple in front of […]

Read More

The Jewel Or The Vile?

The word Jade is a heteronym (a word with the same spelling, yet different meanings) that is used in one form or another in the arena of sales. When used as a noun, Jade is a beautiful, expensive gemstone. As a verb, Jade is defined worn out broken down worthless and dull. If the word […]

Read More

Selling with your H.E.A.D.

We have often heard the mantra in sales, “like attracts like,” but few of us take the time to understand how this translates to our career in sales. In order for a customer to buy from you, they must first be able to relate to you. Chameleons thrive in sales because they have the ability […]

Read More