20th June 2008
Yesterday I had the opportunity to work with two very experienced process control engineers as we prepared for and then participated in a lengthy meeting with a panel of technical managers at a large manufacturing company. Each of these knowledgeable gent...
22nd May 2008
Sales as both a career choice and a personal skill-set requires the development of specific techniques, ongoing personal development, the expansion of our comfort zone, confidence, persistence, patience, gut-level instincts and unlike most other professio...
16th April 2008
The debate is on whether we actually are in or still approaching a recessionary period. If you have been paying attention to the newspapers and television news, then you know that our economy is in a tailspin. The media-painted news is bleak as each new d...
03rd April 2008
Baggage is fine for carrying-on short flights and overnight car trips, but nagging personal baggage can paralyze your sales efforts. What do you carry around with you that is constantly weighing you down, limiting your flexibility and holding you back? Mo...
27th March 2008
Masterful marketer Seth Godin recently gave some timely and prudent advice for real estate agents. His hard-hitting advice is actually relevant to every salesperson and entrepreneur who will listen. Pulling no punches as usual, he had a great deal of wisd...
25th February 2008
All great sales and marketing strategies begin as a fertile idea. Entrepreneurial spirit, creativity and fresh ideas go hand in hand. My new Idea Sellers blog logo reflects this thinking. The "swooshes" capture and highlight the words "Ideas Sell" in an e...
13th February 2008
Sales success is a complex topic often viewed through a variety of definitive lenses. After searching the world over, consulting with numerous mathematical geniuses and studying seemingly endless statistical data, I have discovered the true definition of ...
06th February 2008
What a ridiculous statement which actually says absolutely nothing directly, but indirectly is intended to deceive the unsuspecting. The statement would lead one to believe that upon filling out a credit application, credit is granted and the item you des...
29th January 2008
Thank you author Malcolm Gladwell, for your exciting, revolutionary, perceptive and timely book, "The Tipping Point." His identification and description of the process that defines so many procedures in society has almost become generic, commonly used, ...
23rd January 2008
Watching the celebrity edition of the Apprentice on television proved to be far more than solely an entertaining experience.
Knowing in advance that Gene Simmons, the brains behind the KISS phenomenon and the self-proclaimed god of women, would take ep...
18th January 2008
Zig Ziglar tells a great story centered around a pump. In fact, he used to carry around a chromed hand-pump to his sales seminars to help illustrate his point. He would present the idea that a pump only worked after it was properly and sufficiently primed...
09th November 2007
Who does not value genuine appreciation? Who does not enjoy a warm smile and a sincere thank you after doing something for someone else. In a sales context, that "something" might be as simple as another person agreeing to meet with you.One begins to tran...
05th November 2007
Recently, an associate made an astute and intriguing observation, one that captured my immediate attention. He stated that "most customers buy the who (us) not the what (products) that they can easily buy from anyone." What a statement of fact! That is su...
30th October 2007
Leadership. Webster's dictionary defines it as the act of leading. Warren Bennis defines it as "a function of knowing yourself, having a vision that is well communicated, building trust among colleagues, and taking effective action to realize your own le...
08th October 2007
Selling is about interacting with people, other human beings. It is about connecting at a number of levels. Selling is all about relationships. It demands honesty and integrity and a perception of caring.You do not necessarily need to be technically prof...
