Archives

Lesson’s from the finance department

  I have had the privilege of working with some of the best Finance and Insurance professionals in the  business.  I have been mad at them, happy with them, frustrated with their process, and even amazed by their ability, but ,most of all ,I have learned from them.   It’s math not magic – failing […]

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Selling the customer that wont be sold

You’ve met this guy… He is the one that won’t look you in eye, he will barely shake your hand. This prospect goes out of his way to make certain you know he hates sales people and he doesn’t care what you know or how you can help.  He will use defense phrasing like “ […]

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So… You messed it up

OK so you blew the deal,                                      had it  right there in your hand ,                                                                         and some how let it slip.  I know your angry, You’ve kicked the desk, cussed under your breath, sat for several minutes with your head in your hands…   How did this happen???????????????????????                                                            You were prepared !!                                                                                You gave a […]

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The Economy between your ears

  We are starting to hear the rumblings again !!     The doom sayers are once again out in force , ” Gas Prices are too high, Credit is too tight, and people just aren’t buying ” DON’T GET SUCKED IN !!   The formula for sales success doesn’t change because of economic conditions, It […]

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So here are the Sales tips you asked for

  I get emails from time to time, all of which I read and try to respond to.   One thing I am asked for with some frequency is selling tips, good ideas or things that will help a sales person gain an edge or boost I thought this morning I would share 5 tips that […]

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Are you a builder??

A mentor of mine shared this little Diddy with me years ago The Author is unknown, but the moral is timelessly true Which Are You?  I watched them tearing a building down, A gang of men in a busy town. With a heave-ho and a lusty yell, They swung the beams and the side walls […]

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The one essential sales tool

  I get a few emails every week and many of them are people that are new to the world of sales.  It would seem by these emails, the culture of selling has boiled down to a lot of folks looking for a “Magic Bullet “.  They want that one skill, or one idea that will […]

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UGLY SUCCESS BEATS PRETTY FAILURE

  We worry a lot about what others think, we want their perception of us to be that we are a stream lined shiny sales machine.  We want polish and sheen to be our hallmarks. BUT, IN TRUTH,  SALES SUCCESS ISN’T ALWAYS PRETTY – Late hours aren’t pretty , but they are necessary for getting it […]

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