The Optimist in the Room Have you ever been in a meeting where ideas are offered up and immediately shot down, one after another? Have you ever spoken to someone in an attempt to help them solve a problem and every option is immediately met with a reason as to why it just won't work? Now contrast
Nov. 26: A Difficult Sales Decision
A Difficult Sales Decision You are prospecting a bank. A big bank. This would be a coup if you landed it. After many attempts and several months, you are finally granted an audience. At the end of the phone call setting up a time to meet, the client adds: "Make sure you bring samples of other
Nov. 19: Read the Room
Read the Room I was out looking for a new car recently and, after some amount of research and discussion with Allison, settled on an Audi convertible. My next step was to go and get some hands-on education at a dealership. That's where I met Joe. Joe was the sales rep (or Audi Brand Specialist,
Nov. 12: In Case of Sales Emergency, Open Me
In Case of Sales Emergency, Open Me The most important part of time management is preparation. You need to be constantly thinking ahead to the next day, the next week, where you are in the month, and even where you are in the selling cycle. With that in mind, I offer you these thoughts… This blog
Nov. 5: 2019 In Four Chunks
2019 In Four Chunks The most important part of time management is preparation. You need to be constantly thinking ahead to the next day, the next week, where you are in the month, and even where you are in the selling cycle. With that in mind, I offer you these thoughts… If you are reading this
Oct 29: The “I Hate Cold Calling” Cold Call
The "I Hate Cold Calling" Cold Call Which would you rather do, make 10 cold calls a day for a month or take the "polar plunge" and jump into the ocean on New Year's Day? If you're like most people, you are reaching for your bathing suit right now. People who say they love cold calling are the ones
Oct 22: You’re Not a Good Prospect for Me… Of Course I’ll Work with You!
You're Not a Good Prospect for Me… Of Course I'll Work with You! As the prospect discussed her needs, you are becoming increasingly aware that this is simply not a good opportunity and certainly not worth your time. Her quantities are low and she is vague in her request, meaning it will likely
Oct 15: By The Time You Read This, I’ll Have Dozed Off
By The Time You Read This, I’ll Have Dozed Off Generation Z is coming. They were born between 1998 and 2008 and they will make up 40% of the consumer base by the year 2020. According to a Bank of America content creator, you have eight seconds to get their attention. Read the full article on