Several years ago as I left the office of one of my clients, I hollered back into his office, “Don’t forget to romance this week.” His administrative assistant turned to me and said, “How do I enroll in your training program?”  Romancing the sales has proven to be one of the most effective selling principles [...]

In one of my sales training workshops, I ask my clients to list the most difficult products and services to sell. Often, those that comment refer to their own product as the most difficult product to sell. Admittedly, after hearing of some of their products and services, I tend to agree with them. I silently [...]

Management makes a big mistake when they interfere with a salespersons ability to sell. One of the biggest errors a company makes is to promote their top producing salesperson from selling to managing. It is very seldom true that the best salesperson makes the best sales manager. They might possibly make a great sales manager, [...]

In a meeting last week with a group of business executives, we discussed the definition of sales. It was very interesting to hear their perspectives and to help them realize the true meaning of selling. I later shared this definition of selling with a new student of mine who is committed to learning the principles [...]

Just as making a cake requires following a recipe to get the perfect result, selling successfully also requires that you follow a recipe or a process. The process dictates what needs to be done while at the same time determines the result. Several years ago when I lived in Ohio, our neighborhood decided to have [...]

Ever salesperson has made the silent declaration that this year will be the best sales year ever. You hope and you wish and you think about it and talk about it, you might even think about it a little bit more. You have a great day one day and the next day turns into a [...]