ATTITUDE: I’m a firm believer in the Attitude by Charles Swindoll. I believe it is critical to success and that we get to choose ours (granted some people and days make it harder than others). Not only does attitude choice take belief,…
Way back in 2017 I wrote a three-part blog post on WHAT someone needs to make a decision. The interesting thing is in sales training we talk about how prospects and customers make decisions, yet the majority of salespeople don’t…
Well I’m not so sureAbout either/orI’m more a fanOf both and andThere are times and placesIt’s the right choiceBut it’s used too oftenTo slice and diceWhen a more thoughtful embrace of mutualitiesCan lead to a sea of possibilitiesI’m not saying that sometimes choosing…
Have you ever been driving and come over the top of a hill and said “ohhhhhh WOW” either out loud or to yourself? The danger is in the desire to be distracted by whatever gave you that feeling. It’s happened to me…
It’s not often I write about a new book I’m reading before I am even out of the introduction! Yet here we are…. I am in love with Anthony Iannarino’s One-Up concept: help your contacts make effective decisions about how they should change…
You need to understand individual prospects’ buying process or you might be using Monopoly rules when they’re playing Yahtzee. Both games HAVE rules but not the same rules!start with a roll of the dice… yet what happens next is VERY different.are games,…
I’ve had WAY more than one conversation over the last month with salespeople who are distracting themselves with worry, self-doubt, and sometimes even disinterest! It might sound like this in your head: What am I going to ask next? Oh no,…