How Do You Select Partners or Jobs?
How Do You Select Partners or Jobs?…But the problem is not all affiliations are created equal and are far from it…
The Impact of Sales-Specific Emotional Intelligence on Performance Can No Longer Be Ignored
Attract the Right Job or Clientele: Note: Today's Guest Post, by Jeb Blount, speaks to his new book, Sales EQ. As a sales professional, Blount's insights provide guidance for separating the superstars from the average performers. The information also directly...
Are You Accustomed to Objections?
Are You Accustomed to Objections? Most people tense up…They don’t know how to respond in interviews or meetings…
The 1-2-3 of Having People Benefit from New Ideas
The 1-2-3 of Having People Benefit from New Ideas…new ideas jolt people. In fact, they scare people. Remember that the next time you…
Are You Driven to Succeed?
Jim was shocked I called! …This incident explains the truth about our business environment reality and the reason why not too many succeed in sales…
Are You A Risk Taker?
Are You A Risk Taker? … Most people get set in their routine…
What Does ‘Food for Thought’ Mean to You?
What Does ‘Food for Thought’ Mean to You?…a unique thought came to me. Gourmet food resembles negotiation on many levels…
Are You A Mind Reader?
Are You A Mind Reader?…Keen observation enables you to become a mind reader…
Improve Results By Being the One Who Serves
Improve Results By Being the One Who Serves…Not only is John serving his community, but he is also putting himself in the company of others who enjoy eating together.
Are Your Requests Acknowledged?
Are Your Requests Acknowledged?…In conversation with Caroline, today, the idea of reframing what she was relaying came to me. Reframing refers to attaching another perspective to the person’s frame of reference….
Present Ideas to Make Logical Sense
Present Ideas to Make Logical Sense…Those going into the sales profession hear they need to receive 3-5 buy-ins or agreements from prospective clients before a sale occurs. For example, you may ask
How to Mentally Move From Losing to Winning
How to Mentally Move From Losing to Winning: No one escapes the feeling of fighting an uphill battle. Some take it worse than others as if they are all alone in the world. But we know that is not true…
Nice Leads Way to Effective Timeline
Nice Leads Way to Effective Timeline…Showing respect and understanding of everyone I meet always prove to be the better strategies for business development and referrals. However, there are times when we need to take action due to unfortunate mishaps…
Do You Think Differently?
Do You Think Differently?…The answer to which approach to take is dependent upon what you are trying to achieve. But the first step is to acknowledge…
Establish Your Leadership Ability
Establish Your Leadership Ability: Beginning a career is a long journey into the unknown. We can’t be certain about how our thought will be accepted or our actions rewarded. The only certainty is…
How You View Change Is Either A Sinkhole Or Golden Opportunity
How You View Change Is Either A Sinkhole Or Golden Opportunity… It was with delight and from a sales perspective to watch Mark Cuban as a guest on a television news show. …
Value Supersedes Price to Earn Business
Value Supersedes Price to Earn Business: Those newer to the sales profession are usually so desperate to make a sale, they start with the lowest price available. Yet they lose the sale. Why is that?…
Are you spotting loopholes in business?
Are you spotting loopholes in business? Given the frequent changes regarding the law, taxes, and economics, it’s wise to examine our business from multiple angles. Loopholes may be either bad or good dependent …
