Is This the Greatest Success Principle?

Our actions follow our attitudes.  The relationship between actions and attitudes is so close, that the two go hand-in-hand, and our actions can be seen as outward expressions of our attitudes. While it is easy to connect the two in this example, the principle...

Everything Must Go Through Me

It’s a common mindset.  The field salesperson wants every communication with the customer to go through him/her.  However, that idea costs both the company and the sale person dearly and frustrates the customers.  It is an insidious hindrance to...

Tricky Customer Issues

Here are two questions about tricky customer issues that I respond to in this podcast:  If you dropped the ball with a customer, how can you redeem their trust again? How do you know how far to push a sale without overstepping your bounds and threatening the sale...

Why it is so easy to be an exceptional salesperson

Over my career as a salesperson, I sold a variety of products in a variety of selling situations.  From suits and sport coats in a retail men’s store, to capital equipment to schools, to surgical staplers to surgeons in the operating room, to 70,000 line...