Focus on building trust — Many people have a problem with salespeople. And who can blame them? Haven’t we all been pressured or cajoled into buying something that we didn’t want or need. …

Determination creates strength (Spoiler Alert — if you haven’t watched The Queen’s Gambit yet, please stop reading this post and return once you viewed the show. You will not regret it). Summary – The Queen’s Gambit is a 7-episode fictional miniseries on Netflix. It is about orphan chess prodigy Beth…

Is He Worth Chasing After? You just completed a sales call with someone you think will be a great client. The conversation went well. He answered all of your discovery questions. He has a budget. He has an interest in what you are selling. All the boxes are checked. …

Be open and genuine — Who you are and what you sell doesn’t matter if you can’t engage with your clients. By engagement, I don’t mean just actively listening to what your clients are saying, although that’s important. …

Selling isn’t always about luck (Special Note — If you have not yet watched Netflix’s Squid Game, I recommend that you stop reading this post. There will be spoilers.) The most important lesson from watching Squid Game is not to get into debt. That’s obvious. But what can salespeople learn…

Sharpen your Shears & Clippers Weeding out or eliminating unqualified sales leads can be difficult and frightening for most salespeople because it’s hard to let go and move on. Salespeople, by nature, are optimistic. As a salesperson myself, I always want to stay positive and hope against hope that my…

And what you can do instead Selling isn’t easy. And why should it be? Notice I said — you — not your products and services you are selling. You are asking strangers to shell out their hard-earned money on you. …

Protect Yourself First — Continuing with open workspaces is a spacey idea. We should purge all open spaces at work until the COVID-19 pandemic has ended. And with the Delta Variant wreaking havoc in the United States, especially in the South, does anyone in their right mind want to risk their lives and mental…

Stop mourning & start living — Funerals are sad occasions until you realize you’re not dead yet. Sure, we mourn the loss of our loved ones. We grieve. We cry. We pay our respects. We sign the funeral register book. We share memories and funny stories with our family and friends. We look at old photos…