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The Death of the Salesman…Finally (and why I wrote the book)
In the brilliant and famous Arthur Miller play, Death of a Salesman, main character Willy Loman is the sad and defeated traveling salesman, unsuccessful, tired, and living a life of failed dreams in a small apartment in Brooklyn., NY. The play is literary genius depicting an American tragedy. However, what the play also depicts is […]
Sales is NOT About Numbers
I saw a post the other day on LinkedIn that completely re-solidified the ancient, antiquated idea that sales is about nothing but numbers – your numbers, the companyβs numbers, the closing numbers, the bonus numbers – all the numbers. The post was a meme of Leonardo DiCaprio in his role as Hugh Glass, the fur […]
Even the Buddha Knew What to do in Front of a Customer
Sometimes the best advice is the simplest. Just look at the teachings of Buddha. The quote above, written sometime between the 6th and 4th century, B.C., can still be applied today, for just about any interaction. But especially for sales. Think about those three simple sentences with regard to speaking with a potential or existing […]
Acknowledge the Anxiety
Everyone gets it. Whether you are on line (an actual line, not the internet) at Best Buy with a $120 printer in your hand, or you are ready to sign the deal to put a new roof on your house, you get it. We all do – it’s called “purchase anxiety.” That feeling in your […]
Five Body Language Tips In The World Of Zoom
So like a good actor in a bad science fiction movie, here we all are, thrust into scenes we never expected to experience, and turned into characters we never thought weβd become. If the title of this movie isΒ COVID 19 ATTACKS THE WORLD, the subtitle is: ZOOM TAKES OVER THE PLANET This unwanted movie has […]
What Do You Want Your Legacy To Be?
On March 13th of 2020, Rhode Island went into quarantine. I had 176 contacts on LinkedIn. I had eight speaking gigs scheduled over the next six weeks. Speaking gigs that always generated new clients for me. By March 20th, all the speaking gigs were canceled, and I had no new clients in my pipeline. Overnight, […]
The “Close” Is Not A Place To Arrive
π§ππ “πππ’π¦π” ππ¦ π‘π’π§ π π£ππππ π§π’ ππ₯π₯ππ©π. It’s not a destination to get to and then execute a technique. In fact, the word CLOSE, or CLOSING should be permanently banned from all sales vernacular. Yep, I said it. Why? Because it turns the salesperson’s mindset into an adversarial one, positioning the prospect as PREY […]
What Are Your Rates?
πͺπππ§ ππ₯π π¬π’π¨π₯ π₯ππ§ππ¦? How often, as a coach or trainer or service provider, do you get this question? Or even better, πͺπππ§ ππ’ π¬π’π¨ ππππ₯ππ π£ππ₯ ππ’π¨π₯? And then, how do you answer it? Before I get into how you SHOULD answer it, let me get into the mindset of the question in the […]
Are You The Victim, Or The Hero?
ππ₯π π¬π’π¨ π π©πππ§ππ π’π₯ π πππ₯π’ ππ¦ π π¦ππππ¦π£ππ₯π¦π’π‘? So many times, especially in the world of in-person, in-home selling, I see sales reps constantly play the role of “victim.” The “woe is me,” mindset when they don’t make a sale. The blame game…that not selling that day was the fault of everyone and […]
