8 Things You Should Never Say

Oct 6, 2020

Hillary Richard is speaking to employees about things they say that undermine their ideas and make them look weak. As I read her article, it occurred to me that I often hear salespeople use these ...

Seven Things Trustworthy Sales People Say and Do

Aug 8, 2017

1) "Let me get back to you ..." Trustworthy sales people do not pretend to know what they do not know. They do not look for quick answers when their customer's projects depend on the answers. ...

About Sliced Bread

Jul 25, 2017

Yours can be the greatest thing since, but if it does not help them - then it does not matter. Is it interesting? Cool? A great idea? SO WHAT? Until it solves a specific problem or leverages ...

Closed Sale

Jul 18, 2017

In sales work as in life, ideas and words matter. The words you use to describe something influence how you think about it, they also reveal to others what you really think. In business there is ...

"Yes, and..."

May 11, 2017

One of the most powerful and productive phrases in business comes from improv-theater. "Yes, and....." Two simple words that help you improve on good relationships and discover great ideas at t...

Under Promise & Over Deliver. Really?

Mar 14, 2016

I find the idea of "under promise and over deliver" to be repugnant because it is deceptive. It comes dressed as one of the good guys but really is dishonest. It is a killer of greatness. It ...

Stop Looking For Ways to Defeat Customers

Feb 4, 2017

If you are in the business of building relationships there is a bad idea that is wide spread which you should dispose of now. You've seen the sign on the wall and I have heard sales people say ...