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After encountering another obnoxious salesperson last week, I’m reminded to share a critical mindset shift that can help you generate sustainable, long-term sales results: Sales is not about convincing people to buy. It is about helping people make the best possible...
It seems like only yesterday that I was making plans for Q1 and now it’s year end. The details of each day fade over time and it’s easy to overlook meaningful moments and accomplishments. So, I’m taking time to intentionally reflect on a theme I’ve experience this...
Fanatical, consistent sales activity beats intense, sporadic sales activity every time. A tiny drop of water can drill a hole in a rock when it drips in the same spot over a long period of time. Likewise, a small amount of sales activity, when done consistently over...
A few years back there was a cop show on TV called “The Closer” about a chief detective who was especially talented at getting confessions out of criminals. (Okay, I confess. I enjoy watching cop shows.) Without the “close”, in this context the confession, there was...
Thirty years ago, I learned about the communication pie and it forever changed the way I think about communication. The concept was put forth by a college professor, Albert Mehrabian, in the 1970’s. When it comes to communicating feelings and attitudes, words, tone of...
I am a regular guest blogger on Follower of One. Here is my recent article, reposted with permission. Everyone’s heard the saying “curiosity killed the cat.” A similarly disparaging saying dates back to AD 397 when St. Augustine wrote “… In the eons before creating...
