Daily Email Archive

Use questions to challenge your assumptions

Thursday, May 16, 2019

In sales, the purpose of asking questions is as much about challenging your assumptions as it is about discovery. We often hear buyers complain about…

Are there absolute “truths” in sales?

Wednesday, May 15, 2019

Your genome is different than any other human’s on earth. So, too, is your sales genome. Treat it that way. You can’t spend a minute…

Do you sell like an ostrich?

Tuesday, May 14, 2019

“Any fool can turn a blind eye but who knows what the ostrich sees in the sand.” Samuel Beckett. In school I was taught that…

Do you remember what a keystone is?

Monday, May 13, 2019

The keystone is that top-most piece of stone or brick wedged into the top of a masonry arch. An arch cannot stand without the keystone….

What’s your excuse for not learning?

Friday, May 10, 2019

In sales there’s a direct correlation between your commitment to learn and your ability to earn. Smarter people than me believe the same. “Income seldom…

I took a break from sales yesterday

Wednesday, May 8, 2019

When you walk through a storm Hold your head up high And don’t be afraid of the dark   At the end of a storm…

Sales is its own language

Monday, May 6, 2019

Here’s a question for you to start the week: Are you speaking a language that your buyers comprehend? Industry data on falling win rates and…