“What are you going to do with it?” may sound like a trainer’s lament. For the moment I’ll blame pg 169 of Sell Different by Lee Salz “What are you going to do with what you have read?” Literally, on the last page of…

Habits, are they good or bad? Too often people talk about “habit” like it is a dirty word. I don’t know about you but I love habits! It allows me to do things without having to think. Let’s face it thinking…

You want to be successful, which in sales means you want to WIN. While everyone around you is saying how competition has NEVER been fiercer than it is today.That is why it’s the perfect time to buy Lee Saltz’s latest…

Here is an end-of-summer reflection for you. Are the salespeople on your team where they are today:because of you, with you, or in spite of you? It may seem like an uncomfortable question, you might be wondering if there is…

The purpose and “why” behind even bothering to ask questions is something we don’t talk about often in sales. Today I’m asking you to live with intention and begin to examine the questions you’re asking prospects and customers: Who Will…

Play – Enthusiasm – Joyfulness: perhaps you’ve been thinking that the past month of Chip off the Block newsletters seem overly happy and upbeat. Here is the deal… I think I needed to be reminded that although work is a 4-letter…