Strongly condemning (your salespeople) is not enough

Ask. Tell. Command. Three words. Some of the best advice I ever got on managing, negotiating, even parenting. I read about this in a horse training book that I was given before taking a job as a wrangler at a summer camp in Colorado. It works well with the horses too.  I explained the concept…

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What is your Sales Philosophy?

The words “sales” and “philosophy” don’t really sound like they work together in any kind of a normal sentence.  If you are in sales, however, it might just make all of the difference in the world for you if you can see how they do. A few years ago, I was having a – well…

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Hey – bad salespeople – we know you are out there!

Sometimes we can learn a lot about selling when we are on the other side of the table, wearing the buyers hat.  I was reminded of this recently – that there are still some salespeople with absolutely no clue how to earn the right to my business and that of my friends.  Here is the…

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McDonald’s and the Sales Process

“Why the %$#@ is this taking so long!!” Ever feel like that when you were standing in a slow moving line at a fast food restaurant? It is supposed to be fast, right?  When things aren’t going as fast as they should, sometimes you need to go to the root of the problem to discover…

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Invisible golf ball sales training

What is the best way to build or improve a sales organization? Some managers simply take the “throw the baby in the water and see if he can swim approach”. Without any preparation or forethought, or a plan of any kind, they just start hiring in a new organization or making changes in an existing…

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