Can You Get Awesomeness From a Book? “EDGY Conversations by Dan Waldschmidt

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...]

Behind On Your Goals or Need Inspiration? Sell Like Louis Armstrong

My friend The Irreverent Sales Girl (ISG), whose identity remains stealthily behind her mask, inspired me last night with the first line from her post, “You today have 31 days to meet your first quarter goal.” My keyboard must have been possessed, because the next think I saw was my comment “31 days to surpass...” ISG generously replied, “RIGHT! You said it better.” Then I remembered an … [Read more...]

“Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson” by Bob Terson – Book Review

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...]

Are Your Prospecting Results Disappointing?

Are you struggling with prospecting? My last post, “Stop Selling and Start Succeeding” was about relationship selling for sustainable, profitable sales results. Building quality relationships is a step-by-step process. The first step is prospecting, and getting it right is critical. … [Read more...]

Book Review: “High-Profit Selling, Win the Sale Without Compromising On Price” by Mark Hunter

  The battles over price are as old as selling. Can you picture the first dirt farmer negotiating for some livestock? Learning how not to flinch when a customer claimed “Your price is too high” took mentoring and practice. When I finally understood that price complaints are to be expected and a sign that the game’s afoot, my reflexes changed. … [Read more...]