Add “EDGY Conversations: How Ordinary People Can Achieve Outrageous Success” to the list of classic motivational books. Then read it. How do I make such a bold statement? From the time I began selling, I read the great ones including “How to Win Friends and Influence People,” “The 7 Habits of Highly Successful People” and “Think and Grow Rich.” All of the motivational classics share three … [Read more...]
5 Ways to Prevent Buyer Brinkmanship – “ABN” Always Be Negotiating©
October 21, 2013 by Leave a Comment
At the 11th hour, the customer throws us a big curve. We invest months and years developing new business opportunities. We brainstorm with our clients to create valuable insights for them. We research their market conditions, customers, competition and their business plans. We help model ideal outcomes for them and mitigate their risk. We spend our company’s valuable resources only to find our … [Read more...]
Are We In Sales for the Money? What Do You Think the Purpose of Selling Is?
August 7, 2013 by 12 Comments
My friend Dave Brock's post, "The Essence Of Selling" triggered a comment that I've decided to share here and also plug Dave's blog. After you read my anti-money-semi-diatribe, please read Dave's post and throw your opinions in both of our rings. Why has making money, bringing home the bacon, become socially unacceptable in many circles? We who enjoy the life capitalist nations offer are … [Read more...]
“Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson” by Bob Terson – Book Review
February 28, 2013 by 4 Comments
If you’ve ever had any fears during a sale or about your sales ability, you’re not alone. There were times in my early days of selling when I wondered if I chose the wrong career. Mentors and writers like Bob Terson taught me how to overcome my fears and become a top performer. How do you become a top performing salesperson or develop top performing salespeople? … [Read more...]
