Unseating the Competition Customers get comfortable with their existing suppliers and this makes it difficult to unseat the competition and win new...

The tactical presentation Selling involves strategy and the driver of any good tactical plan is a robust sales funnel. For a sales presentation to...

Finding Talent I remember a young man I met 30 years ago. This man had aspirations that I could have easily dismissed, given his background....

Selling Involves Strategy Like a good game of chess, selling involves strategy and paying careful attention to all the moving pieces.  I worked...

A client came to me for advice on a sales dilemma. One of his customers was expanding his business and needed to purchase a couple of hundred...

Daunted By New Responsibilities Are you in a new leadership position and feeling the need for some job guidance? As a master coach, I recently...

There is bright news on the horizon and companies find themselves gearing up to hire additional staff. As the vaccines for COVID-19 are approved and...

Over 11 million Americans are currently unemployed according to bls.gov, which means many people are struggling to find ways to create new...

To effectively plan for the New Year of business, it is important to recap your transactions in 2020, review their effectiveness, and realign your...

One question I am frequently asked by young professionals is how to make their hours of hard work count toward career advancement? Many feel they...

A rep came to me with the news that he was finally making headway with a prospect, but had trouble with them making the commitment. His new contact...

Stalled conversations One of my reps was finding it difficult to engage his prospects and build the relationship.  Seeking my counsel he explained,...

Self-esteem can be a bit of a misnomer as it often does not come entirely from within. The process of building self-confidence requires the support...

Stay Flexible with your Service Channels I recently went to the hardware store to purchase some plumbing supplies for a home project. I was delayed...

Now that I am no longer a Vice President at a well-established welding and gas distributor, I find it interesting to note how some people treat me...

A sales rep came to me excited but concerned about a potentially large sale. He relayed:  “I have a new account that has a perfect application...

Selling is about developing trust that evolves into long-term personal relationships.  I find it most difficult to get past the initial...

Stay Positive and Busy I recently received a call from a successful and highly skilled sales executive. I had watched him grow his base of quality...

I was working with a rep in a new market, one that we had been developing for only a couple of years.  A customer that we had picked up early...

I received an email from an engineer inquiring about my seminar, “Speaking with Confidence.” He told me he had to give a five-minute presentation to...

I was recently asked to join a rep in a meeting to advise on price with a customer to close a very large sale, potentially our largest of the year....

I was concerned that my salesperson wasn’t fully committed to building relationships of trust with his customers before trying to sell them our...