Selling - It's a Matter of Time

Selling – It’s a Matter of Time

Do you realize the number one excuse for anything and everything in this world involves TIME? I got up late, I don’t have time, it took longer than I thought, I went to bed too late, there’s not enough time in the day, I’m too busy, if I had the time I’d do something else, [...]

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Spend Your Sales Time And Effort Where It Counts Most

Spend Your Sales Time And Effort Where It Counts Most

Many years ago when I lived in Cleveland, Ohio I witnessed a futile effort of diminishing returns. The Cuyahoga River, a bastion of industrialization had emptied its polluted waters into Lake Erie for more than a century. The river had become famous when it literally caught on fire and Lake Erie gained notoriety when it [...]

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Profitable Sales Never Come From Lowest Price

Profitable Sales Never Come From Lowest Price

I was talking to a client today about competition and lowest price, in the never-ending battle to win sales and market share.  It reminded me of what we referred to as “gas wars” during the sixties and early seventies.  With a service station on every corner, there was fierce competition.  One station would lower their [...]

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There Is More Business In A Recessionary Economy Than You Can Handle

There Is More Business In A Recessionary Economy Than You Can Handle

The title of this sales article will certainly raise some eyebrows.  “If there was business”, you must be asking yourself, “I would have found it by now.  After all, I’ve had more than three years to find it.”  Many companies and their salespeople have been looking for the business that used to be there, but [...]

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Achieving Your Best Sales Performance

Achieving Your Best Sales Performance

This may come as a big shock, but doing your best is not good enough!  In fact, doing what you think is your best effort isn’t even close to the level that you could be performing.  That’s a bold statement and here is my reasoning behind it.  Most salespeople have no idea what they are [...]

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Ten Random Thoughts About Selling

Ten Random Thoughts About Selling

In my professional work I teach and train more than 120 principles and skills relating to selling.  I’ve written sales articles about all of them and through the years I have found new ways to apply and implement each of them.  Selling is a very dynamic profession.  We should always be finding new ways to [...]

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