I don’t want to come across as philosophical, but in all that we do, there is a law of nature that comes into balance. You might call it a “cause and effect” principle. It is impossible to do something and not receive the appropriate and corresponding result. Selling is no different. When you do certain [...]

The year was 1985 and I was a regional sales manager for BP Coal USA living in Lexington, Kentucky, the smallest bastion of coal capitalism in North America. The closest professional sports team to Lexington was the Cincinnati Reds, just up I-75 about and hour, where River Front Stadium was smartly nestled on the North [...]

My father would tell me when I was very young, “If a job is difficult it must have value and the reason so few people pursue it is due to its difficulty.” He must have said that when I was in high school and thinking of going into medicine. It wasn’t until years later that [...]

I’ve come to the conclusion that most sales people are lazy. I’m not so sure they intend to be lazy; I just think that is all they know. In fact, many sales people may truly believe they are doing all they can possibly do in their efforts to persuade people to purchase their products and [...]

We have all heard the phrase, “The grass is greener on the other side of the hill.” Many sales people find it difficult to focus on their territory, product, or customer base. They want to move into a new territory, or find themselves wishing they had the area worked by other sales people. Several years [...]

I never cease to be amazed at the number of sales people having difficulty achieving success. I’m not talking about a fifty or sixty thousand dollar per year income; I’m talking about eighty thousand plus on the low side. Top sales people earn an income in the upper five percent of all wage earners. I [...]