I have to admit, for years I didn’t think very highly of Tim Ferriss’ work and never read any of his material. The reason, the title of his first book, The 4-Hour Work Week, seemed like a scam to...
Cooking and Sales – the power of Mise en Place
Unless you are a trained cook, the odds are you haven’t heard the phrase “Mise en Place” before. Mise en place is a French term meaning “to put something in its place” or “everything in its place”. In a...
Book Review: Sales Success by Mark Bowser
Mark Bowser’s Sales Success was a fun, interesting and informative read. It covers the basics of the selling process, or more accurately, what it takes to succeed in sales, very well. Because I’m a sales professional I read one...
Happy Independence Day 2016
Happy Independence Day to all American’s and freedom loving folks around the world. People who choose selling as an occupation tend to love freedom, choice and individual responsibility. All around the world are signs that people are waking up...
Most salespeople don’t
Most salespeople don’t do what it takes to be truly successful at sales. Most salespeople don’t plan their day. Most salespeople don’t maximize their time. Most salespeople don’t put in the extra effort needed to: Really know their products....
Handling Sales Objections with the “Feel, Felt, Found” method
The “feel, felt, found” method of handling sales objections is a (very) basic sales technique that has been around a long time. It’s simple to use, effective and is definitely a technique everyone should have in their sales toolbox....
Selling Cross Culturally
I was recently interviewed by Sales Training expert Scott Bell on how sales differs around the world. See my answer in the video below.
Twenty Customers a Day
One of the first sales book’s I ever read was Tom Hopkins “How to Master the Art of Selling”. It was in this book that I first ran across the concept that being successful at selling only required one...
The importance of relationships in selling
I used to sell calibration equipment and was involved with a sale to Boeing. Argubly, the company I represented had the technologically better solution, at least in my opinion. My competition, with older yet tried and proven equipment, was...