The First Law of Sales Presentations

:  In my first professional selling job, I learned a fundamental principle which  is all too often disregarded by sales people today.  The principle is this:  If you are going to present effectively, you must prepare thoroughly....

How to Navigate Difficult Times

We are in the middle of some difficult times.  Rather than belabor that point, I’d like to come to the heart of the problem:  What do we do?  We need to answer that question in an immediate, urgent basis:  What do we do right now? ...

Are We Losing the Ability to Think?

I’m afraid for the future of our country. I’m afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society — is rapidly disappearing.  In its place, we are witnessing a whole host of...

Questions to Ask Yourself — Part Two

There are two types of questions salespeople should use:  Questions to ask customers, and questions to ask yourself.  In this podcast, we drill deeper into questions to ask yourself and develop a routine and a set of questions that will fuel your development...