Fail Your Way to Success

June 8th, 2010

Do you feel frustrated because your salespeople bring you the same objections over and over, and ask you how to handle them? Do some of your people do a really good job of getting the sale to the five yard line but can’t seem to take it across the goal line, so they bring you in to close?

More sales videos at LushinTV

Be true to your sales style.

June 7th, 2010

It is fair to say every person out there has a style. Some individuals more than others, some more defined, but we all have an individual style. We show our style by the way we carry ourselves, the clothes we wear, the first impressions we make. There is not a right or wrong style but we must each own our individual style. Read More

The Bid Process

June 1st, 2010

Have you been in a bid situation and feel like you have lost control? Do you feel like the prospect is making it all about the numbers?

Sales and progress will follow, just do the behaviors.

May 31st, 2010

Are you doing your behavior?
Seems like an easy question right? However sometimes when I ask myself I just come up with thousands of excuses like I have had a ton of meetings, have been out of the office, had to catch up on e-mail, and on and on and on but never really answer the simple question because it is NO. Behavior is something that is one of the easiest things in my business to do yet is often the hardest to carry out. And how do I feel after not doing the behavior – usually worse than how I would feel doing the actual behavior?? Kind of ironic huh? Read More

Miss America of Sales

May 24th, 2010

I am a member of the downtown Rotary Club, one of the reasons why I truly enjoy my experience there is due to the speakers they invite to our weekly meetings. The club will give a preview of the following weeks speaker and they happened to mention that Katie Stam from lovely Indiana was going to be speaking. I was curious to hear what she was going to talk about with our group and I started to formulate my own assumptions that were thankfully all wrong! Read More

Line Over Speed

May 17th, 2010

Have you ever felt like you were running 100mph but got nowhere?  I will admit that at times I have felt that way —and it is frustrating.  Busy activity is one thing but productive activity is another.  After a tough day where I had “bee hive” activity but made no “honey,” I sometimes loosely use the phase, “I am getting no traction!” Sound familiar? Read More

Behavior Conditioning

May 10th, 2010

It’s spring and you know what that means.  We start doing all the things that we stopped doing when it went cold and dark.  I pulled out my bicycle the other day and got all excited to get back on it. Once I made sure it was ready to ride, I put my gear on, filled my water bottles and hit the road.  I took off like I was Lance Armstrong which lasted for about a mile. The next thing I knew I was sucking air and moving like a 90 year old crossing the street.   I knew I was a little out of shape from the winter but I didn’t think I was this bad.  I regained my breath, found my pace and finished a great ride. Read More

The Savvy Series

May 4th, 2010

I have had the opportunity to start a women’s series this year called The Savvy Saleswoman. It has been filled with many successful women in sales that are looking to not only grow their businesses but want to help other savvy sales ladies succeed as well!  I have been able to share sales tips and tactics as well as some best practices of my own and to my pleasant surprise many of the other ladies have been able to provide their tricks of the trade and behavior traps that have helped them get to where they are today. Read More

Know when to stop, but don’t stop short!

April 26th, 2010

Here I go again…… as mentioned before I do a great job of driving my lovely wife crazy with all of these experiences we have at home and how they are related to sales (this is one reason why I truly love this profession, there are a ton of lessons we get out of everyday situations). Read More

No Pressure Selling

April 20th, 2010

So there are only a few weeks left until the Indianapolis Mini Marathon and I have been training diligently since mid January. I have been lucky enough to have found a wonderful running buddy that has been instrumental in helping keep me on track with my runs even when they have been tough. This past weekend we decided to run in a 10 mile race to practice our pace, drink stops, etc. My dilemma was how do I run my race with no regrets yet not offend a great accountability partner if I don’t want to stay together the entire time?? My solution… a mini upfront contract. Read More