Why set goals?

Goal setting is one of the universal best practices for salespeople.  Yet, many salespeople don’t make it a part of their routines.  The first step toward rectifying that is to understand why goals are such an important part of a successful salesperson’s...

Make it easy to buy by reducing the risk

Sometimes it is so frustrating.  You know you have a better product than that which your prospect is currently using. Your price is attractive, your service is outstanding.  If the prospect would switch to your solution, you know they’d be...

Is it Them, or Is it Us?

In this rapidly changing economy, everyone is looking for a simple fix to dealing with the uncertainty of our economic environment. It seems like few are happy with their situations.  And all but a few point their fingers at the changing economy and vibrant...

Light One Candle

Remember President George H. Bush’s program to identify and recognize individual Americans who were outstanding in their fields, or who completed acts of bravery or selflessness, and in so doing, brightened the lives of those around them?  It was called a...

Learning from Failure

If we chose to, we learn more from our failures than we do from our successes.  Within every failure there is the seed of a lesson well learned, of a solid character trait emerging. It is our failures that contribute most intensely to our development. Let’s...