Make Every (Selling) Second Count

One of my favorite cartoons shows Opportunity in the form of a woman wearing angel wings speaking into the intercom of an apartment building lobby to a tenant and the caption says, “It’s Opportunity, Mr. Jones. It’s Opportunity. I only ring once.” I was reminded of...

Watch Your Blind Spot

I’m a sucker for sports cars.  If a car has two doors, sleek lines and a powerful engine it calls my name.  One of my favorite cars was my Nissan 350Z-turbo-charged-anniversary-edition. I loved that car. Until two weeks into my new purchase.I was making a simple lane...

What Do You Know? Get the Full Picture and Document It

We don’t always know everything we should in a sales situation. But in order to realize what you DON’T know, you must understand what you DO know. Why is this important? Because it will ultimately become your key differentiator in the eyes of your customer...

The DIY Cure for Call Reluctance

When prospecting, sometimes the idea of making even one more cold call ranks below a root canal. We’ve all been there. But being there and staying there are two different things. It’s important in sales to shake off those feelings and get back in the game. When...