What happened to loyalty?

“I can’t believe this,” the printer said. “We’ve bent over backwards for these people for years, and they go with someone else over a $10 price difference! What ever happened to loyalty? What happened to keeping your business with the printer who earned it?” These are good questions. But they raise a few more good … Read more →

Losing battles but winning wars

One of my sales coaching clients competed for a very large order last month. She didn’t win it and she was pretty discouraged. “I put so much time into this,” she said. “This one job alone would have put me ahead of all of last year. Now I don’t know what to do.” “You need … Read more →

Teach the kid, not the lesson

“You can learn a lot when you let them talk.” My wife said that as we were sipping cocktails before dinner last night. She’s a fourth grade teacher, and she was referring to her students, specifically in terms of what they need in order to get to the next level of their educational development. “Too … Read more →

You need a stable core

About a year ago, I added Pilates training to my workout regimen. Pilates is all about building a strong and stable core; it focuses on the muscles of the upper legs, hips, abdominals and lower back. Like yoga, Pilates requires flexibility to get the maximum benefit. I actually started it because I wanted to increase … Read more →

One of those days

I had one of those days yesterday, when no one I wanted to talk to was available to talk to me. I was very frustrated by the end of the day, but probably not for the reason you think. It wasn’t because I ended up leaving voice mail messages for most of those people and … Read more →

Invisibility in sales

Last month I wrote about transparency. This month my topic is invisibility. To begin with, I want to stress that the two are definitely not the same. Last month I wrote about a transparent selling strategy (one that a buyer can see right through) and how that can be an excellent approach. Invisibility (not being … Read more →

Sales transparency: is it good or bad?

“I can see right through you,” said the buyer to the salesperson. “I know exactly what you’re trying to do!” Question: Is that a good thing or a bad thing? I think it’s a very good thing. I believe that the best selling is highly transparent – no tricks, no games and no subterfuge. Great … Read more →