They’re Insecure Too…

That person you met who you felt a connection with. You have something in common with them, maybe a mutual friend. Maybe an interest. You want to reach out to them but you are afraid… Your fear is telling you a fictional story that this new person you don’t know yet somehow thinks you’re a fraud. You are afraid they don’t want to talk to you… But one of two scenarios is more likely… 1) They’re not thinking about you at all. 2) They want to reach out to you…

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Leading To, Not With

Most salespeople today deliver with sales presentations by leading with information about how great their company is. But this isn’t really the way it should be. And it’s very likely that your sales prospect is merely enduring the beginning portion of your presentation, the part with the slides about your company… Silently wondering when you’re going to get to the point. The point being: Them The book “The Challenger Sale” flips the conventional sales presentation concept on its head. The sales strategy in The Challenger Sale is not leading with…

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Orvis is the New Brooks Brothers

orvis is the new brooks brothers

Orvis is officially the new Brooks Brothers. For years I shopped at Brooks Brothers for shirts, pants, sweaters, ties, etc. But it has been sucking for so long that I think really Orvis is the new default choice for cool, preppie clothing. Why doesn’t Brooks Brothers develop a cool line of casual fleeces with the BB logo…? Why does Orvis sell Barbour jackets and clothing and Brooks Brothers does not…? What genius made that decision…? Why doesn’t Brooks Brothers offer the basic staples like a nice light blue gingham long…

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Increase Your Chances of Success

Pick up the phone and call someone who you think you can help. The worst case scenario is not them saying “no”. The worst case scenario is not having that opportunity in the first place. If you don’t ask, the answer is always “no”. Just by asking you have increased your chances of success by 100%. From there, who knows…? Ask sincerely, get your answer, and move on to the next one.

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Irrational Fears… Running Out Of People to Call

You can tell yourself almost anything to avoid making a cold call… One of the more irrational fears that manifests itself in my cold call preparation is the thought that, somehow, once everyone says “no” to me I’m going to run out of people to call. For example, I will buy a list of ideal target customers to call, then not call them because I’m afraid that I’ll go through the list and it will be 100% rejections. Then I think that afterwards I’ll have nothing to do. How insane…

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Obstacles Turn Into Opportunities in Sales

obstacles turn into opportunities

I think it was Joe Kraus who said, and I’m paraphrasing probably, “The first “no” is like the starter’s pistol that marks the beginning of the sales process.” This attitude and perspective perfectly captures the fact that obstacles turn into opportunities in the sales process… With the first “no”, we find an obstacle in sales. But the first “no” is also a massive opportunity because it means that you’ve actually done something. You started. The fear was there before the call… But you made the call anyway. Good for you. Now…

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How Many Times Was Seth Godin Rejected?

I work in sales… What about you? I don’t know about you, but every Sunday I need to pump myself up before the coming week… Because I know it will be full of rejection when cold calling. One of the ways I get “in the zone” is by remembering that being rejected is normal when selling pretty much anything. Seth Godin is one of my favorite authors because he’s not only a wonderful writer, marketer and teacher, but he’s been through the sales and rejection process personally. And endured. How…

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Good vs. Bad Buying Decisions in Sales

When selling to a bug company (ie. one that is bigger than yours) remember that a buyer may be more compelled to avoid making a “bad” decision than making a “good” one. On the surface this often appears insane. And the situation leaves salespeople who fail to empathize with their buyers scratching their heads time and time again… Your offering may be more logical, smarter, even obviously superior to what the buyer currently uses or what your competition is selling. But if the buying process is motivated more by a…

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Why Isn’t Sales Taught in Business School?

Why isn't sales taught in business school?

If the famous business phrase, “Nothing happens until a sale is made…” is true, why isn’t sales taught in business school..? In business, sales might be the most important function of all. So why isn’t sales a prerequisite for anyone who attends business school today? Should Business Schools Teach Sales? Business schools started during the industrial age. They were historically about upper management… And business schools are schools after all… With an emphasis on compliance, fitting in, passing the exam and listening to the professor. But what about sales? In…

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