Monthly Archives: October 2016

I’m not a grinch. I have two little, beautiful kids & I went Trick-or-Treating with them. But I sell organic food, I talk about eating well, and I long ago lost all desire for junk. I had lots of fun today and ate absolutely zero candy. It was way more important to me to stickContinue reading “Zero Candy”

In sales, it’s OK to put the ball back in the customers’ court until the final decision is reached. Once that decision is reached, if it’s an order, your last response should be as simple as "Will do!" The catch is, that’s the point where you can no longer assume anything else. Once you sayContinue reading ““Will Do!””

Who you work with can be the difference between doing well, and knocking it out of the park. Alone, you can do a lot. Together, with a team of like-minded individuals (who don’t all have to agree – in fact they shouldn’t), you can change the game. If your team isn’t out to be theContinue reading “Who You Work With”

It sounds childish, but, it’s not. In sales, if you said it, you had better do it. If you don’t, you’ll decrease the likelihood of future sales drastically. If you do, you’ll be the one they can trust. If you’re not sure thay you can deliver, be quiet.

That’s why I will not attend. That’s why I will not volunteer. I may want to, but should I? Please, don’t ask me to do your job, unless you are going to do mine. Collaborate? Advise? Brainstorm? Absolutely. But do? No way.

In sales, you’re a psychologist. If you’re not, then, you’re not going to be the best salesman in the world. Today’s tip: you can be in control by giving up control. You’re going to run into someone with whom you must do this. They will want to dominate your pitch. They will swat it aside,Continue reading “Control Via Negativa”

Today I would like to share with you this post from Zach … http://zacheven-esh.com/stop-looking-substitute/ … I did build the sled he’s referencing, but, that’s not the point. I’m not special. Inside the community of people who Zach trains, I am no different than any other guy or girl, and in fact, I’m far from theContinue reading “To Become The Best”

Yeah, I know that the mundane stuff of business doesn’t feel like the most important thing. But, here’s the thing: it’s not the paperwork itself that’s important. It’s the willingness (or unwillingness) to ‘skip over’ the fine print, which seeps into everything else that you do, that is.

Easy to dabble in, but hard to master. The foundation of any good (thing, company, team, marriage, skill.) Sometimes can feel mundane or boring. Often will not be a shortcut. Usually has a point that most people shy away from or quit. Works if you pay attention to detail. Will kill your (thing, company, team,Continue reading “Simple Stuff”

As a salesperson, you’re going to give your word out often. Sometimes, you’ll be faced with a test: break your word, or, turn down a sale. The thing is, if you choose the former, it is almost always certain to lead to less sales in the future. It’s better to turn down the sale today,Continue reading “Your Sales & Your Word”