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The Number One Characteristic Buyers Look for in a Salesperson!

The number one characteristic buyers look for in a salesperson is CONFIDENCE!

In fact selling has been described as the transfer of confidence and enthusiasm from one person to another. Confidence is contagious!  So as salespeople, how do we establish and exude maximum confidence? By becoming absolute experts about that which we are selling! Here is what we mean. Read more »


First Impression: “Big Bang” of a Sales Call!

When we work with salespeople, we often start out by asking them to give us their pitch. We would say that well over half the time, they start out something like this:

Thank you for inviting us here today. We would like to start off by telling you a bit more about who we are and what we do. Our company has been in business for 45 years, etc., etc.

Stop right there! Read more »


Mother’s Day Restaurant Debacle

We took three Moms to one of the nice steakhouse chains for brunch Sunday. Mother’s day is traditionally one of the biggest sales days of the year for restaurants so you would have thought that they would be geared up and ready to go. Nope!

The car hops were rude. The hostesses were snippy. The waiters were grim and over-taxed. And . . . wait for it . . . the food was cold and tasted mediocre at best. Read more »


Changes in the World Create Classic Opportunities

The world of communication is obviously changing fast as witnessed by the billions of dollars that are rotating from traditional marketing/advertising media over to digital and social media.  Everyone is trying to figure out how to stand out in the sea of information we are all exposed to each day via the Internet.

But while everyone is rushing into that space, what do you think is one of the most simple and powerful things you can do as a salesperson to distinguish yourself from the pack? Read more »