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Questions Change Perception

Questions Change Perception

Many people in sales, even those that readily accept the idea that asking questions is an important part of their sales process, do not fully understand why this is so very important to their success. The reason is simple. Questions change perception. When you look...

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Stop Making Presentations

Stop Making Presentations

Stop Making Presentations   I believe the term “sales presentation” to be a bit of a misnomer. But because “presentation” is such an ingrained term in sales training, I will often still use it. However, I prefer the term value conversations. Allow me to explain. Like...

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Great Article To Share

Great Article To Share

Just read a very nice article from the Social Media Specialist for Link Staffing Services, Annah Chulam.  Had a great time with their team last week and wanted to share her article with you. Enjoy!   [button color="blue"...

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Creating Fusion in Selling

Creating Fusion in Selling

Creating Fusion in Selling In my last article, I promised to tell you a story that taught me a lifelong sales lesson. I was not a natural born salesman. I know, I know; that is very hard to believe, but it is true.If it were not for learning some great sales...

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It is THEIR Value Proposition—Not Yours

It is THEIR Value Proposition—Not Yours

"Fusion Points™ are those unifying moments when logic and positive emotion merge and ignite, creating commitment, energy, and acceleration."—Jeff C. West  For most of us, when establishing your value proposition, the logical side of the equation is easier. Our company...

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Your Value Proposition Creates Fusion Points™

Your Value Proposition Creates Fusion Points™

Your Value Proposition Creates Fusion Points™ With Your Customer   The goal of your sales process should be to create Fusion Points™ with your prospects that convert them to customers. Following that, your goal is to continually build that fusion with your client...

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Block and Tackle

Block and Tackle

With Football Season Upon Us—I thought I would stop my normal series and talk about how to Block and Tackle.   I have always been a huge fan of football. I would love to be able to tell you about my amazing football career and how it lead me into the various...

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Proud to be in Good Company

Proud to be in Good Company

Was recently quoted by Peak Sales Recruiting in an article on how to get promoted into sales management.  Very proud to be in the company of some of my favorite thought leaders.  Check out this article!...

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Goal Setting With Just a Spoon Full of Sugar

Goal Setting With Just a Spoon Full of Sugar

When you are setting your annual goals—you may find the activity and sales targets a bit daunting. However, if you will follow the advice of "Mary Poppins", you can add a spoon full of sugar and make your goals much more believable and achievable. Once you have your...

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Teaching Goal Setting to Salespeople

Teaching Goal Setting to Salespeople

Teaching Goal Setting To Salespeople Sales leaders must always face a simple reality.  You should not allow yourself to think your salespeople know the fundamentals of sales unless you have personally witnessed their success in live selling situations.  That same...

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