We can justify just about anything, can’t we? A good salesman knows that people  make decisions with emotion (and salesmen are the worst!) and justify those decisions with reason or logic. It’s the emotional angle that drives our want and the logical argument for it fuels the need.
We’re a sorry lot, aren’t we?
But there have to be boundaries as when Clint Eastwood says, “a man’s gotta know his limits.” So, when someone tells you that …

Sales can be a tough job, especially if, as George Carlin would have said, “you’re not doing it right, man!” Here’s something you can do that works that very few sales reps actually practice anymore: write notecards. A simple, handwritten, notecard can work magic like almost no other tool available and here’s why:

No one else is doing it!It’s just not “cool” anymore to handwrite a note. It’s old-fashioned, and it’s not “techy”. Then you have …

C-Level conversations got you baffled? They don’t respond in the same way as the “order-takers” downstairs, do they? So how do you talk to these people? They think about different things than the rank-and-file and they think about them from a markedly different point-of-view. Here’s 9 things to consider when talking to someone in the C-Suite.

Do your homework.
Don’t ask stupid questions, the answers to which you could have known had you done #1.
NO conversational chit-chat …

One of the oldest arguments in the book! Do I sell based on my price or try and convince my prospect there’s enough value to pay more for it than my competition is charging?
Selling based on price is for cowards. Reps that are absolutely convinced of the merits of their product/service, delivery, and support package don’t feel the need to give anything away. Why should they? The goose lays golden eggs, for cryin’-out-loud. I’ve seen …

What you think about determines everything else. Your attitude, and your outcome.
If that’s true, then all you have to do is determine what you want the outcome to be. Determine what it would take to acquire your goal then start thinking about that and don’t stop until you get it.
Odd that some people are not at all sure there’s a God but the same folks are quite positive there’s a devil. Or that the …

I’ve always been one to crawl out of bed about 6:30-7AM if I could get away with it. Even thought the best part of the day was the later evening hours when things calmed down and I could get a few things done. There have been spurts of time where sheer excitement or enthusiasm altered my sleep patterns and work schedule but I got back to the norm as quickly as I could fearing I …