Today I was reading two seemingly unrelated posts that when I took some time to think about them really complemented each other nicely. The first is by Karl Goldfield called Training: Opening Sales Doors -Other Tributes of a Sales Champion. In this article Karl points out three things he believes sales professionals must have in…
Tag Archive: attitude
Do you Fish! at work?
I love what I do and I enjoy going to work… How many people can say that? Personally I think sales can be a very fun and rewarding job if the sales manager manages the culture and makes it fun. The flip side of that is if you work for the wrong people it can…
Do you “bound back” from adversity?
I want to start out this post by thanking Timothy Johnson over at Carpe Factum for sharing this video with me on his blog. This is a short video from Pixar called Boundin’ that was originally produced in 2003. In this video we get a humorous look at a happy little sheep that falls into…
Why you need to STOP focusing on “overcoming” objections. Part 4
So far in this series we have covered the basics of why we should stop focusing on overcoming objections, then in part two we talked about the perceived objection, or the objection that really only exists in the mind of the sales person. Finally, in part three we discussed objections based on fear or emotion,…
What Monkeys Teach us…
This is going to be a short post, but I hope it will give everyone some things to think about concerning the status quo. I was stumbling website with StumbleUpon a few minutes ago when I found a article called “What Monkeys Teach Us“. As most of you know using StumbleUpon can land you on…
Why you need to STOP focusing on “overcoming” objections. Part 3
This series started out with the first post on the basics of why we need to stop focusing on overcoming objections, then in part two we covered the perceived objection, or objections that exist in the in of the sales person. now in part three we will cover objections based on fear or emotion. In…
The 10% Principle.
I want to start this post off by thanking my friend Sean for sending me a link to the 212 video. I have fallen out of the habit of writing like I should during our busiest quarter of the year at work, and this was just the thing I needed to get me going again….
The Many Dangers of Dihydrogen Monoxide
Before you read any further on this post make sure you visit this site: http://www.dhmo.org/Today I was surfing the net and ran across the DHMO (H2O).org site and nearly busted a gut laughing, but what was really funny is how many people in different Internet forums have come out strongly against DHMO before even knowing…
10 things a good sales person should never say and why.
It seems like no matter how often sales managers say it, or how often sales people hear it, there are some phrases they will just NOT stop using. I am going to break my usual professional tone and share some insight as to what I (and your clients) hear when you use these lame highly…
On what level are you trying to compete?
I was on Warren Greshes’ blog today and I found a very compelling 60 second video about price as a model of product comparison. The short and sweet of it is, it is easy to compete on price alone, and that is why so many people do it. It takes very little effort to reduce…