In which we are encouraged to savor our clients’ answers to each of our questions rather than rushing to judgment. Just before the turn of the year, I participated in a “music circle” – 15 guitar players and singers in a circle, amusing themselves on a cold evening by playing and singing songs ranging from … Read more »

In which we are reminded, “Don’t rule any prospect or group of prospects out” on the basis of a sweeping generalization. During a recent conversation with a woman friend, she said, with a combination of distress, disgust, and disdain, “Ah, what does it matter? Men are all the same.” Read more »

In which we are reminded that focus helps us build our success faster. When I took my first full-time sales position as an independent “manufacturer’s rep” representing more than 20 different products, one of the most experienced, successful reps told me,   “Pick one product and get really good at that. Focus all of your … Read more »

In which we’re reminded to check and double check things we hear from clients during a complex sale.   I came to call it the “$300,000 Sure Thing” at a time when $300,000 was a significant sum.   During a project with a large bank, thanks to my client’s relationship with her CEO, I began … Read more »

In which we are reminded that “overcoming objections” is not consistent with collaborative, partnership, trustworthy selling. Read more »

In which we discuss planning call capacity to achieve sales goals. Ever feel out of balance during your sales year? Not quite sure how it’s all going to work out? “It’s like a pie,” Tim-the-barber-shop owner said. “Pieces in a pie." Read more »

“Hey, Rob! Are you receiving my Weekly Sales Thought every week?” One of six moments in my life I’d like to have back. (I’m not telling what the other five are. Don’t ask.) Sounds pretty benign EXCEPT (1) this was my opening question while meeting a prospective client in the hallway of a conference who … Read more »

8:30 pm Saturday night. With brief clatter, wine glass met table as our server, John, who only moments before had greeted us warmly at our table, expressed his irritation with our small dinner order, about half the ticket he might have expected from three adults.  We’d come in from a very full, long day, hungry, … Read more »

Ever felt anxious  as you were  about to begin a sales conference or expo?  I don’t know anybody here? Our booth is too small? It’s not fancy enough?  Our products  aren’t fully  developed?  Message not completely clear?  Company uniforms not as sharp as the other guys’?  I’m not experienced enough? Read more »