Resources for Leaders and Sales Professionals Ready to Put in the Work
Sales Joke
A little old lady answered a knock on the door one day to be confronted by a well-dressed vacuum cleaner salesman. "Good morning," said the young man. "If I could take a couple of minutes of your time, I would like to demonstrate the very latest in high powered vacuum...
The Prospect’s “Secret Wants”
I've talked a lot about getting to know your prospects through purposeful questions, i.e., questions about your prospect's needs and wants. Dorie Clark writes about their "secret wants," what author Kevin Allen calls their "unspoken, visceral" motivations. When you ask questions, you need to get beyond the surface and really...
Babe Ruth on Failures
"Every strike brings me closer to the next home run." - Babe Ruth. We can easily get discouraged by sales we fail to close, but each of these can serve as a reason to quit or an opportunity to close the next sale. Which will you choose? Will you allow strikes...
Knowledge and Success
"If ignorance is bliss, why aren't more people happy?" - Thomas Jefferson Our third president's witty remark speaks to a truth important for the sale professional: knowledge can lead to happiness. How so? When we put our knowledge about effective salesmanship into action, we take a step closer to achieving...
Life is Pain, Highness
https://youtu.be/KS_f6O8mWsk?si=xBKG7pGH0Qv9qQGH“Life is Pain, Highness” What It Really Means for Leadership, Growth, and High PerformanceUpdated for today’s leadership and business environment“Life is pain, Highness. Anyone who says differently is selling something.” - The Princess BrideIt’s a simple line. A memorable one.But it’s also one of the most honest truths about leadership,...
Are You a Manager or a Coach? Sign Number 4
When you get into the office, do you reflect upon your own performance and how it affects your team? Both managers and coaches may do this, but their considerations will differ. The manager will think in terms of short-term efficiency and productivity, in short having a well-managed office and team. ...
Larry Bird on the Best Players
Basketball superstar Larry Bird reminds us of the often forgotten obvious: "the best players will play. That's the way it will always be." This is also true of sales professionals. No matter how long you've sold, how many successes you've earned, or how much money you've made, you won't stay...
Building Trust
In an interview with Kristi Hedges, Andrea Howe suggests one way to get beyond the fear of saying the wrong thing and, instead, build trust: Getting curious is a great antidote for high self-orientation, as it requires you to get away from yourself and into the other person’s world. If...
Nolan Ryan on Successful Change
The baseball legend, Nolan Ryan, said, "Enjoying success requires the ability to adapt. Only by being open to change will you have a true opportunity to get the most from your talent." We often think of the "ability to adapt" and "being open to change" as preconditions for going from...
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