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Improve Sales: Decide Where You Will Plug In

The best way to improve sales is to decide where you will plug in. Allow me to explain. One of my favorite quotes is associated with the founder of The National Speakers Association, Cavett Robert. He said: “Most people are walking around, umbilical cord in hand, looking for a new place to plug it in…” […]

Rule 1 In Sales: Respect Time

The first rule of sales: Respect time. Respect the time people give you to speak with them.  Respect the time you have set aside to sell.  Respect the time you have to spend with your family, friends and personal commitments. I cannot stand it when people do not respect a schedule. It’s something that bugs […]

How To Turn Around A Bad Day

Sometimes sales success means you must turn around a bad day. In fact, in selling, you’ll have more bad days than good ones.  Being able to turn around a bad day is a valuable skill. A couple of years ago I planned a trip to Chicago for a convention. This involved travel of over 1,500 […]

How To Sell During the Slow Season

How To Sell During the Slow Season Sell in May and go away is a famous expression among stockbrokers. July is the slow time of year for just about everyone. But just because your clients are on vacation doesn’t mean there isn’t selling activity to be undertaken. Once you discover how to sell in the […]

Action Sells

The difference between success and failure is action. Specifically:  Your ability to take action immediately when you spot a great opportunity. Successful people live and breathe this philosophy. Most people do not take action fast enough. They make excuses.  They complain.  They blame others. Most people wallow in their own self-pity. They waste their days […]

Neediness Kills Sales

The number one sales killer is neediness.  You read correctly. Neediness kills sales. When I purchased my most recent car, the minute I stepped onto the lot a salesman was all over me. He asked questions.  He followed me around.  He even offered to get me a cup of coffee while he went to get […]

How To Sell Yourself

Do you know how to sell yourself? The title of this article is a common common challenge when we meet someone new. As such, we all answer it regularly. Yet the answers I hear from people often make me cringe. When you have an opportunity to talk about yourself do you downplay your accomplishments? Or […]

Keep Going

Success in sales is summed up in two words: Keep going. No matter what happens keep going. The most important quality in business is persistence. Back when I worked with a large consulting firm I consulted with FORTUNE 500 companies.   Each year I would hang a list on my office wall of “future clients”.  The […]

Get Serious About Sales

There are many people looking to monopolize your time and attention. You need to be serious about sales. This means choosing wisely with your time. How do you decide in whom to invest? This decision is as important, if not more important than a financial investment. Time is all you have.  You can spend it […]