We’ve all had them….a customer calls you so angry that all they want to do is spit in your face, tell you what a loser you are and get off the phone or out of your sight. You, being the sales professional that you are, have the ability to turn the whole situation around... »

I thank Mrs. Menard. In Kindergarten, this sweet old lady taught me to read. In first grade, Mrs. Beach taught me to write (and let me use my left hand – quite a challenge in “those days”!). Thanks to the two of them, I got the basic foundation for my learning. When I first got... »

You’re a professional problem solver. That’s what a sales professional does! The first problem that must be solved is to ensure that you’ve got the tools in place that you’ll need to be organized and successful and to survive the often rough sales world. The secrets to a successful and lucrative sales career are... »

When cell phones were new and becoming a big deal for the average person in the early 1990’s and no longer the toys of the ultra wealthy and movie stars there was a man named Vince who owned a large cellular company in a major metro. He stared out like every one, with... »

In our sales world, our time is usually own….so it’s critical to make the most of every hour or every day. You dictate your own fate simply by dictating you spend your time. Be aware of all the things that happen during the day to disrupt your flow. Did you set time aside for... »

It’s a Tuesday morning and I log in to email and there’s a note from one of the best Sales Managers I’ve ever known. So of course I open it immediately and not two minutes later I’m acting on his request to call him. Within a minute of the first hello the pleasantries are... »

Before you can even face your sales world, you need to understand your message and sincerely believe in it. If you try to deliver a presentation that your marketing department created for you in “marketing speak” you’ll surely wind up in a place you don’t want to be. Be clear about your message, in... »