Do you make excuses for sales you fail to close or repeated bad business? Don’t. Take it from quarterback Aaron Rogers, who owns up to his mistakes, passes on any excuses, and says rather, “I’ve said from the start that whatever happens happens as long as I continue to get better.” You’re going to make…
My son, six, has lately taken to wandering the house, gathering cherished items, making an inventory in his mind, and offering to sell them to us at reasonable prices. At least he shows a sense for what his prospective customers like and dislike. If he’s really smart, he’ll start peddling bite-size crayons to his little…
Ever since I began working closely with Nathan Jamail and learning his approach to sales, I’ve looked with new eyes upon every encounter I’ve had with a sales person. Today, for example, I met briefly with someone interested in selling a product to my company. I wasn’t in a position to make a decision on…
I hear this question a lot, and the answer is simple: practice makes excellent what you already do well. I’ve never met a sales professional who had reached peak performance. No matter how talented, how skilled, or how gifted with attributes, everyone can improve. Practice is the road you take to improvement, whether you’re just…
Sometimes there can be a fine line between confidence and arrogance, but you’ve really got to know the difference and know how to communicate the former without expressing the latter. One for Drew Brees quote for you this week: “I’m a very modest person. But I’m also extremely confident. And if you put me in…
A big part of leading a team is putting your team members in the positions that are best for everyone. You consider each person’s attributes and skills and you go from there. Take it from Drew Brees: “My No. 1 priority, and it always has been this, is keeping our team together and making sure…
This is a question a lot of readers have, so it may be helpful to answer it again. Attributes are those talents with which you’re born. You have them or you don’t. They’re what you are capable of, so you may not realize all of your attributes at a certain point in your life; but…
“I obviously take a lot of pride in what I do on the football field, because that has the ability to influence a lot of people. That puts smiles on people’s faces. That gives people a pep in their step on Monday morning when they go back to work.” – Drew Brees Is this an…
So said Yogi Berra. I hear he said this when giving directions to his home. Both paths led to his residence, so it didn’t matter which was taken. Taken on its own, the advice sounds absurd, which is why it’s remembered, but there’s wisdom here for the sales professional. Asking questions is sort of like…
1. Every year quota will go up, just like your pay if you are doing the right things. 2. Increase in quota is not a punishment for success; rather it allows companies and teams to grow and be successful.