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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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Essentials of Selling

The Storyteller

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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Essentials of Selling

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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Essentials of Selling

The Mind Reader Effect

If you want to meet people, you may want to consider a career in sales. Yes, salespeople meet a variety of people, and over time these connections may cause one to think that they are good at “reading” people, but is that true? According to the book, Talking to Strangers, by Malcolm Gladwell, the reality

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Essentials of Selling

The 2020 Sales Process: The Customer’s Journey

Most likely, you would agree that how people buy products and services today is far different than it was twenty years ago. If you visit any (remaining) shopping mall, you quickly realize that the shopping scene has changed dramatically. Why? The main reason is e-commerce – which, in many cases, causes individuals to be informed

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Essentials of Selling

The Proposal and Negotiations

“You’ve got to know when to hold ’em, know when to fold ’em, know when to walk away, and know when to run…” You probably recognize these lyrics from the Kenny Rogers song, “The Gambler.” In sales, we are not gamblers, but we are proposal makers and negotiators, and the best salespeople are excellent at

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The Storyteller

When it comes to sales performance, we often listen to “stories” versus looking at the numbers. Details can vary, and sometimes they are what we want to hear instead of the facts and figures, which confirm poor sales performance. Let’s face it – numbers are cold and at times, cruel. They can be downright horrible

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Advanced Selling Concepts

The Art of Sales

You may have heard that selling is a science and art, but what does that mean? Science is the systematized knowledge of a field. Therefore, the science of selling is understanding the mechanics and processes of selling. Logically, anyone engaged in sales needs to commit to learning the science of selling to succeed in their

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Advanced Selling Concepts

The Numbers Game

Diehard baseball enthusiasts closely monitor statistics. It may even be said that no other sport tracks every play and records the stats on each player to the extent that baseball does. Most baseball fans understand these stats and revel in hearing the numbers about their favorite player. Along those lines, one of the most intriguing

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Essentials of Selling

The Prior Commitment Effect

In sales, you are unknowingly competing against an unimaginable force. What is it? It is the influence of past commitments as determined by your prospects. What I am about to share with you is an insight into one of the most influential theories related to the buying decision. You might think that this sounds complicated,

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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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