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22
May

Lessons From the Big Guys/Gals

You know those incessant emails you get from retailers you may have purchased something from online? Maybe you bought a shirt and then week after week after week you are bombarded with promotions and sales information.
 
They can be pretty darn obnoxious . . . and yet . . . like it or not, they work! 
 
You see, the big marketing machines are playing a big numbers game. They know EXACTLY what percentage of those ads ultimately convert to sales, and the cost of bombarding us with those ads is justified by the return on those investments. Read more »

8
May

The World’s Best

People often ask me to talk about the best salespeople I have ever met. I like to tell them the following story.
 
A couple years ago, I was relaxing on a Saturday morning, reading the paper and enjoying a warm cup of coffee. Suddenly, the energy in the room changed when my daughter, Katherine, burst into the room with an ad she had pulled off the Internet.
 
“Dad! It’s here!”
 
“Huh? What’s here?”
Read more »

17
Apr

The Universal Constant – Relationships

I am privileged to have a diverse group of followers who read this blog, from different industries like Real Estate to Steel, Printing to Banking, Automotive to Insurance and many more. 
 
So as we move into quarter two of 2018, each person is focusing on his or her own market. Some industries are providing more opportunity than ever for immediate gain, while others perhaps requiring more patience, such as Commercial Real Estate or Luxury Automotive Sales.
 
The reason I bring this up is because I always want these posts to be realistic and practical. 
 
A salesperson who is grappling with selling office buildings when buyers are not currently active, doesn’t want to hear a bunch of rah-rah stuff about maintaining enthusiasm. 
 
What I can say, however, and what I will continue to write about with passion and conviction, are the universal things great salespeople consistently do, at all times, in every industry, to outperform their competitors.  Read more »

10
Apr

Good Vibrations

I was watching a documentary on the Beach Boys the other night and the interviewer asked Carl Wilson why he thought they were so popular.  Carl answered . . . “because we are really good.”
 
The interviewer, who expected a longer answer, went silent for a moment, then he replied . . . “perfect.”
 
I was struck by the profound power of this simplicity and authenticity as I think about sales. Read more »

3
Apr

March Madness – What is YOUR Cinderella Story?

Most of you probably picked up on the terrific Loyola University Chicago Cinderella story in this year’s NCAA tournament. Ratings for their games went through the roof as they moved ever deeper into the tournament. And the whole experience is going to have a profound, positive impact on the university in terms of both athletic and academic recruiting going forward.
 
How did Loyola generate so much more interest in its team (product) than any of its competitors in this context?  Read more »

20
Mar

Still a Place for Grace & Style

I just read an autobiography about George Bush Sr.
 
Evidently, very early in his career he got into the habit of sending handwritten notes to people he met just to say he enjoyed making their acquaintance, and of course thank you notes.
 
Over the years, he sent thousands of them, and of course now people who saved them have a wonderful keepsake, but the real point is that everybody loved receiving them. Read more »

13
Mar

March Madness

Not so long ago, the NCAA basketball tournament was important to basketball fans, but not the huge deal it is today. 
 
Something happened that took the tournament into the mainstream which is a great lesson for us salespeople. 
 
The tournament became “interactive.”  That’s right, instead of being a one way experience where we sat back and watched the teams play, the brackets contests emerged; and everybody in the office got involved in picking teams, filling out the brackets and watching the tournament build momentum and excitement.  It has practically become an annual ritual like the Super Bowl. Read more »

6
Mar

And The Oscar Goes To . . . ZZZZZ

The numbers are in for Sunday night’s Academy Awards and its official . . . it was the lowest watched show in decades. 
 
All sorts of theories are being raised, but two of them should resonate with us as salespeople.
  Read more »

27
Feb

Everybody’s Favorite Word

Here is a quickie for you this week.

During a discussion or a sales pitch, if you want someone to really focus on something you are about to say, drop his or her name in front of the sentence. Thus: Read more »

14
Feb

Joy is Contagious

Billions of people gather around their TV sets and computers every four years to watch the Olympics.
 
Why? Because it is so much darn fun.
 
It is almost impossible not to get caught up in the intense competition and the intensity of the action, particularly in the events where the athlete is only a blade’s edge from wiping out after years of preparation. It is living in the moment at its highest levels.
 
But there is another emotion that is generated in the Olympic experience . . . joy . . . pure joy!  Read more »