What two things? Your ears! Being a great salesperson involves the ability to quickly understand the buyer’s situation which enables you to formulate the best possible solution. Understanding comes through listening. Rate Your Listening Skills Here’s a quick quiz to...
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Let’s get clear about the importance of clarity in selling
The third characteristic of Christ discussed in my book Sell Like Jesus: 7 Characteristics of Christ for Ethical Sales, is clarity. Clarity is described as clearness, precision, and simplicity. Lack of clarity results in vagueness and ambiguity that cause confusion...
Connection: Three easy ways to intentionally build trust
People don’t care how much you know until they know how much you care. Just the other day I asked someone how business was going. His response was that all-too-familiar saying: “Business would be great if it wasn’t for the people.” Ouch… It was a reminder that...
Reflecting on 2022 – A year of having more “fun”
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 Consistency Beats Sporadic Intensity
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...
Words, Tone and Body Language…Which Speaks the Loudest?
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...
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Setting Expectations For Sales Success

Value Based Approach To Custome Loyalty

Value Based Selling Leads To Best Buyers

Values Based Approach To Lead Nurturing
