The Sales Professional’s Independence Day & Bill of Rights

Early in my career, I suffered under the delusion that my job was to sell everyone. I tried relentlessly to turn around purchasing agents who sat salespeople in uncomfortable chairs until the sales rep begged for mercy and caved into brutal demands. I tolerated executives who treated account salespeople like the scum of the Earth. And I courted gatekeepers who rivaled the seven-headed serpent that … [Read more...]

A Memorial Day Tribute to Two Great Mentors

This site is dedicated to sales and marketing professionals. Mentors are an important. Two of the most influential people in my life were my mother and father-in-law. "They Walked Into Hell for a Heavenly Cause for You – A Memorial Day Tribute" “Dad never talks about his career” my future wife Sally insisted on the way to my introduction to her parents “and neither does mom.” Sally and I had … [Read more...]

The Nuclear Bomb of Sales Responses

No is a power word. No is inflexible. No is final. No is a relational nuclear bomb. No painted me into corners of embarrassing finality. Saying no without sticking to my guns always weakened my position and eroded my customer’s confidence in me. A blunt no hurt negotiations, killed deals, and damaged relationships. Adversity to buying is the common climate of the sales environment. How we deal … [Read more...]

My Best Closing Tactic

Getting people to laugh helped me close more deals than every other method combined. Steve and I were negotiating our first deal. He was pushing me to the wall for a big discount. First, I was unwilling to cut my price. Second; I didn’t need to, because he had already made the emotional commitment to buy, which was why he was pushing so hard. It got tense. You know the type of tense … [Read more...]

The Last Thing They See – Lasting Impressions

The importance we place on first impressions overshadows our last impression. Most people dress and check their front and maybe a side view in the mirror. Because we don’t have eyes in the back of our head, we pay little attention that side of ourselves. But it’s the last thing people see when we leave. … [Read more...]