Interesting title? Confused a bit? Probably… but it got you to read further. Well guess what it also got me through a gatekeeper to talk to someone I had been chasing for weeks. So the story goes like this. One afternoon as I sat down to make my calls I made the choice to have the mindset of no excuses, to be emotionally detached from all outcomes and decided to just have fun with my calls. What is the worst that could happen right? (more…)
Archives
Archive for the ‘Repositories’ Category
How Edison Invented Good Salespeople
Monday, September 26th, 2011
Edison gave us nuggets of wisdom on how to build the perfect salesperson. Our problem is that we just weren’t listening, because his message wasn’t in context. (more…)
Selling Isn’t Easy
Monday, September 19th, 2011
As I run each week diligently following my marathon training plan, I sometimes hear from friends and family when I have a 5 miler or 10 miler …oh that is a breeze for you. 6 miles you do that all the time. What they don’t know is that no matter how often or for how long you have been running it can still be difficult. It is sometimes those so called “short” runs that can be your toughest. The heat, what you ate, how much sleep you got all affecting you and sometimes you just have a bad run for no apparent reason. You just do. (more…)
Priming Salespeople for Success
Monday, September 12th, 2011
I don’t know if you are like me but I love to people watch. In a recent family trip to beach I had 8 days to enjoy one of my favorite past times. As our kids are starting to get a bit older they love building sand castles and just digging anywhere possible in the sand. (more…)
Be Brilliant in the Basics
Monday, September 5th, 2011
Have you ever noticed when you are reading articles or watching movies or TV shows, that some things seem to resonate more than others? I notice that certain things that I read or experience seem to jump right out at me. These things seem as if they are speaking right to me. It is almost if someone is sending me a message–because the timeliness is uncanny. (more…)
From Comfort to Discomfort, 14 Years of Lushin
Monday, August 29th, 2011
It is hard to believe that 14 years ago I started a sales and sales management training business. Not believing it has been 14 years is one thing, but realizing that I left the comforts of a corporate sales management job still baffles me. No doubt that taking risks is part of my DNA but leaving a 6-figure job that was a “for sure” and pursuing something that was a “not for sure” was the biggest risk of my life. No regrets! (more…)
Sales is Full of Conflict
Monday, August 22nd, 2011
A few months back I was asked if I would speak in front of a specific trade organization. The Executive Director heard me speak a few months back and one of the pieces that really spoke to her was our conversation around Assertive vs Aggressive. When it came time to plan our discussion for her group this was one of the pieces she wanted me to emphasize. (more…)
Your Prospects are Immune
Monday, August 15th, 2011
Many of my clients know I am big into working out. I work out 5-6 times per week on average which includes running, personal training and TRX classes. This past week my trainer took a few of us to Butler’s campus to do a workout that was different than any other we do at the gym. In each personal training session we do different exercises working on different muscle groups and even when we work on the same muscles the exercises are often different. (more…)
Don’t Go It Alone
Monday, August 8th, 2011
Why is it the business owners and CEOs sometimes think they can go it alone? Why do they think that they have all the keys and all the answers to every business issue within them? (more…)
Qualifying Your Salespeople
Monday, August 1st, 2011
It is funny how when I work with business owners they easily see the point in qualifying their prospects or having their salespeople have a good system for qualifying the individuals or companies in their pipeline. They understand why it is important to find out why prospects would buy, how they would buy, or if they even have an actual budget before deciding on if this is someone to pursue. (more…)
4 Tips to be Successful in Sales
To be successful in sales it boils down to focusing on these four things…
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We have had the same business for the last 18 years and although we have consistent progress, we were hammered in the recession that began in the fall of 2008. Our failure, we did a poor job in preparing our sales people for the drastic change in economic conditions.