This Place Couldn’t Survive Without Me… Not.

When I was 19, my dad made me production manager of his 75 employee kitchen cabinet manufacturing factory. Before I officially took the job I worked in the shop at each job, and set production standards based on what I could produce at each station. On my first official day as boss, Ozzie, our … [Read more...]

Sales Strategy? Yes! Sales Approach? Yes! Sales System? NO!

I’m against all systems of selling. So are all salespeople. Oh, sales systems are taught all the time. In fact, almost every salesperson has learned one along the way. I ask every audience I’m in front of, “How many of you have learned some “system of selling?” About two thirds of the hands go … [Read more...]

Dream your way to sales success… all day long.

Daydream is the BEGINNING of a journey, an act, a goal, a fantasy. The most important part of daydream is to do it. And take note of it. Not just as whimsical, but as a possibility of what might be. What could be. When should you daydream? Well, this is just my own theory, based on my own life’s … [Read more...]

Show Me the Value, or I’ll Show You the Door.

  How do you make a sales presentation? No I don’t mean warm up, probe, present, over come objections, close. I mean what’s the big picture of your sales presentation? What’s the content of your sales presentation? And most important how are you certain that you engage your prospect … [Read more...]

Measuring the ROI of Social Media?

There’s a Laugh, and a Joke. I got an (unsolicited) email offering a webinar to teach me about how to measure, and the importance of measuring, the ROI of social media. TOTAL JOKE. And a bad one at that. Social media, business social media, is running wild – with or without you. Your … [Read more...]

Follow Up or Follow Through?

The Real Test of a Successful Sales Professional. The average sale takes a matter of hours. And that's where 95% of sales training is focused. Not good. After a customer purchases, that's when USE of product or service begins, and that's where 95% of their time is spent. • What are you doing … [Read more...]

12.5 Rules to Observe to Maximize your Listening Skills…

1. Don’t interrupt. (But...but...but) 2. Ask questions. Then be quiet. Concentrate on listening to understand. 3. Prejudice will distort what you hear. Listen without prejudging. 4. Don’t jump to the answer before you hear the ENTIRE situation. 5. Listen for purpose, details, and … [Read more...]

Come BLAB with us!

Join me, Jennifer Gluckow, and Don The Idea Guy Monday, October 26, 2015 at 5:30pm Eastern for a LIVE video chat on the hot new social platform The three of us will be sharing ideas on how you can get better at sales by delivering value first, building an online reputation by posting … [Read more...]