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There is NO SALES SCRIPT!

Just had a call from a prospect asking me if I could help develop a script for his sales team. We spent time discussing exactly what it was he was looking to accomplish. He wants to arm his team with a complete description of all their products’ features. YIKES!...
Meditation Whispers the Secret for Sales Success?

Meditation Whispers the Secret for Sales Success?

The New Year is the Dawn of New Opportunities! Back from a perfect vacation in Cabo; it’s time to finesse and re-evaluate my business goals for 2017. I pulled out my notes from fourth quarter and proceeded to go through my “normal” process. Perhaps I still have Cabo...
Challenger Sale

Challenger Sale

This Book is a Must Read Although this book is over a year old, it still is creating buzz in sales circles. So many of us grew up on the SPIN or Consultative Selling. The authors researched to see who the top of the top performers are and as a result, ask sales people...
Why a mid-year tune-up?

Why a mid-year tune-up?

Last Fall when you were forecasting your 2014 revenue goals, the economy was turning around filling us all with optimism. Are you where you want to be? We know a high achiever will say “no” even if you are meeting your goals; there’s always more...
Another reason I love snow Days!

Another reason I love snow Days!

One of my favorite tenets of sales is following your footsteps backwards through the snow. This goes back to my childhood when my best friend Amy and I would make a full day of dancing through unmarked snow. We would make fresh prints, then walk backwards through the...
Snow day Equals Sales Day or Why do I love the snow?

Snow day Equals Sales Day or Why do I love the snow?

Dazzling snowflakes are still falling in the Midwest today forcing everything to shut down….schools, businesses, everything really. For me, it’s a day to make sales happen. As a young street salesman, I had no fear of driving in snow. It was genetic programming from...