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Essentials of Selling

Overconfidence Kills

Here is a question for you to think about: How many individuals on your current sales team were with your company three years ago? If the answer is not many, then you need to give serious consideration to this article. The fact is that sales personnel turnover could be harming your business and your salespeople

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Advanced Selling Concepts

Prompting Action

In sales, it is your job to get interested prospects to take action. But the question becomes, what is an effective method for encouraging an individual to take action? You can find the answer by an examination of the subject of reasoning. At its core, the process of reasoning is how salespeople persuade prospects to

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Essentials of Selling

You Never Win Playing Not to Lose

Unless you are a Miami Dolphins or Las Vegas Raiders football fan, the December 26th game between these two teams was of little consequence. However, just as many other times in sports history, things that occur on the playing field can teach us lessons that go way beyond the game, which was precisely the case

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Advanced Selling Concepts

Compare/Convince

What happens when you meet a hot prospect who has been shopping around? Maybe they even mention that they want to look at your product or service to make a comparison and then decide what/where they will buy. How many times has this happened to you, and things did not turn out well? When a

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Essentials of Selling

Sales Psychology and Sales Process 101

If you are completely satisfied with your team’s sales performance, there is no reason to read the rest of this article. However, if you believe in improvement and better results, then give this your consideration. Over the last many years, when I “talk shop” with a salesperson about various aspects of sales psychology and sales

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Advanced Selling Concepts

Detecting Motives

When someone does something exceptionally good (or awful), we might ask ourselves what was motivating them? Or we wonder what drove an individual to take that course of action. I am sure you would agree that we want people to take the next steps to buy our products or services. Therein lies the fact that

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Essentials of Selling

Transitioning to the Next Normal

After the COVID-19 pandemic progressed, everyone began discussing a new normal. This “new normal” idea irritated me, and my initial response was, “how can we say that there will be a new normal when we do not even know how widespread this virus is going to be or how dangerous it is.” Here we are,

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Essentials of Selling

Activity vs. Efficiency

When the going gets tough, the tough may aimlessly wander all over the place, and unfortunately, due to recent events, it might be tough going for a while. As a result, I see many companies do what I call “falling into the activity trap.” Yes, they are grasping for new business by implementing extra marketing

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Advanced Selling Concepts

Tell a Good Story

If you are like me, you love to hear a great story. I am sure you would also agree that the telling of a good story is a real talent. Some accounts are so compelling that they are later turned into books or movies. I was curious as to who some of the top storytellers

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Essentials of Selling

Doing More with Less

How many times have you heard the saying necessity is the mother of invention? I think we can all agree to the truthfulness of that saying. Because of recent events, today, more than ever, companies and employees are being called upon to be inventive as they are required to do more with less. As I

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Advanced Selling Concepts

Trust is a Must

The global public relations and marketing firm, Edelman, releases an annual report they refer to as the “Trust Barometer.” A recent report indicates that trust in governments, businesses, and not-for-profits is on the decline. We may not be surprised by the results of the Edelman report. However, the fact that trust in business is declining

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Essentials of Selling

What Can You Learn From an Infomercial?

Have you ever bought something and later regretted it? No doubt, we have all had that happen to us with something we have bought, whether small or large.  Once a buyer has a bad experience naturally, they want to avoid having a similar thing happen again. You know the saying, “Fool me once shame on

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Advanced Selling Concepts

Conveying Values

Do your prospects know your principles? It seems like a strange question, but what you stand for, or your values, is core to who you are as an individual and has an impact on whether people like you or want to do business with you. The ideas that I am sharing are not “entry-level” sales

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Essentials of Selling

Show Me… What?

I grew up on a farm in Kansas, and as a kid, one of the great things about living on the farm was the trucks. Yes, we had several on our farm, and our neighbors and my extended family had some nice trucks as well. One of my favorites was my grandfather’s 1949 Ford, which

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Essentials of Selling

“Groups Within a Group”

Recently I was reading HBR’s 10 Must Reads on Emotional Intelligence (from Harvard Business Review’s “10 Must Read” collection of best practices in business). This collection of articles discusses the theory of “groups within a group.” The idea is that within any organized group of people, there are sub-groups within the larger group. The contributors

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Improving Performance at Point of Sale

Increase revenue and decrease customer acquisition costs by enrolling in the R3R1 sales training program. Learning the R3R1 formula will give you better sales results – it is that simple.
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