The other day I posted a comic poking fun at sales people who rely on a script to get them through the sale. You don’t want a script, but you do want principles. Personal integrity, of course, which, as Stephen R. Covey knew, leads to strength of character. At each sale, even to customers and…
Sales is like jazz. You have to know your notes, but you need the freedom to go where the moment takes you. You have to practice and prepare, but you have to expect the unexpected. You need a plan, but you better not just go through the motions. Each prospect will be different. You won’t…
Success in any business is not something you achieve one day and keep forever. You have to keep achieving it, every day, no matter how skilled and talented you’ve become. Your attributes, skills, and abilities help, of course, but you also need the will to win each day. Otherwise, you peak, and over the months…
Over at Forbes, Jacquelyn Smith offers five tips on getting the best possible sales job. She suggests finding the right fit, doing your homework, asking thoughtful questions and listening to answers, clearly articulating your value position, and following up. All good advice, but I would suggest at least one more: practice before the interview. Get…
Here’s a heartwarming story that shows us that when businesses have their customers’ best interests at heart, word spreads.
Steve Prefontaine once remarked, “Something inside of me just said ‘Hey, wait a minute, I want to beat him,’ and I just took off.” This quote of his captures an important lesson for those of us in a competitive business: to win, we have to want to win. When we desire to win and recognize…
Motivational speaker Zig Ziglar died to day in Texas. He was 86. Here are some of Zig Ziglar’s priceless quotes, memorable words of wisdom: You can get everything in life you want if you will just help enough other people get what they want. What you get by achieving your goals is not as important…
Joe Theismann did this: I worked hard. I worked late. I went in early. I did everything I could to gain an advantage. If you don’t match this, you’re doing it wrong.
Joe Theismann had a warning for fellow athletes and for anyone in a competitive business. You know, pretty much everyone. He said, “No matter how great you are, the next great one is already sitting there waiting to take your place.” It’s easy for sales people who have mastered their techniques and strategies after decades…