Confidently Overconfident Good morning! I don't need to tell you the difference between confidence and overconfidence. That's a job for Wikipedia or your mother back when you got really full of yourself that time. But there is a conversation that needs to happen in the world of sales, one
The Type U Sales Rep Good morning! When you think of the quintessential, straight out of Central Casting salesperson, what comes to mind? If you are old enough to remember WKRP in Cincinnati, it might be a slick in the mold of Herb Tarlick. If you are fortunate enough to either be or work
CSR Love Good morning! Driving to work this morning, you get pulled over for speeding. I bet you wish you had made a donation to the Police Benevolent Association so that you could post one of their stickers on your bumper that acts like a, "Get out of jail free" card. The plant screws up
A Year’s Worth of Thanks Good morning! Today, December 30, 2019, I have no sales tip for you. I simply wanted to thank my listeners, viewers, and readers for the best year I've ever experienced on planet Earth. On the business side, business boomed thanks to a disciplined focus and the
Lose Voice, Gain Sale Good morning! Do you ever watch TV with the sound off? It's a completely different experience and one that, as a salesperson, I hope you undertake. Here's why… During the commercials, does a lot of ancillary information that advertisers try to slip past viewers.
Selling with Certainty Good morning! On your way to work today, you come upon a stranger. It could be someone next to you at Starbucks or the woman who gets out of her car at the same time as you in a parking lot. As this is someone you've never met before, any communication between the two
Sales Loss vs. Sales Defeat Good morning! I am writing this on a morning where the lead story on ESPN.com is a David and Goliath tale. A small school with a name more fitting a novelist than a giant-killer, Stephen A. Austin, beat Duke University, the #1 college basketball team in the
Bill’s BOGO Cyber Monday Sales Tip Good morning! Here’s my Cyber Monday sales tip. It’s a BOGO…actually, it’s more of a HOGO (hear one, get one) or ROGO if you are reading, but I digress… You have heard me say/write/plea: Never leave today without having tomorrow planned. It’s one of my