Habits and Self-Image

Habits and Self-Image

Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image. Q. My sales people all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to...
Q&A for Sales People: Selling Commodities (QA-S-3)

Q&A for Sales People: Selling Commodities (QA-S-3)

Question: “How do you provide a solution when selling a commodity?” Answer: Great question.  On the surface it seems almost like a contradiction in terms – “If it’s a commodity, how can it be a solution?” Before I begin, let me suggest you go to my website and read...
Q & A for Sales People:  Motivation

Q & A for Sales People: Motivation

Question:  I find it difficult to stay upbeat and positive all the time. I have a tendency to get down on myself when something goes poorly and then find it hard to look forward to the next sales call.  I can’t be the only sales person who struggles with this. Can you...
The Power of Perspective to Shape Behavior

The Power of Perspective to Shape Behavior

I just hung up the phone from a coaching call with one of my clients.  He was applying for a significant executive position, and wanted my help with his resume and interview strategy.  We talked for a bit, and I suggested a different way to look at his resume. A light...
The Purpose of a purpose

The Purpose of a purpose

I was up against the wall, with no options. Almost literally between a rock and a hard place. Here’s the story. I had left a very secure sales position for one of a lot more challenge, and a lot more risk. My new position was the opposite of my previous one in a...