I had an advantage when I started in sales. I had never really decided what I wanted to be when I grew up. While some people who start in sales feel as if they’ve found themselves in a place they never wanted to be. I viewed it as I do a lot of things. I […]

We are trying to hold it all together. Our first priority is to keep our family, ourselves, our employees, and community safe. Now, we are trying to find a way to proceed and be as normal as possible. We are under quarantine, and we need to continue to earn a living. What is Selling? If […]

I am a classic country music fan. I love the ones that tell a story. I usually learn something or can at least relate to part of the story.  It’s even better if it has a catchy tune, with an easy to remember line or two.  Kenny Rogers had “The Gambler” It was all these […]

While I often share prospecting stories or stories on closing a sale this week it’s about an install after the sale. The Sale is Won A church from my territory in Southern Indiana had ordered a small desktop copier. I had made arrangements for delivery with one of the church members. The church was small […]

So, what’s the key to potential clients, and why should you reach out first? So follow me here as I compare Lucy at the chocolate factory to sales and potential clients? Maybe you’re like me, and chocolate is the first thing you look for after a particularly stressful situation. It’s not unusual for fear to surround the […]

I often think about my sales style and where I picked up some of my lessons. My Dad is one of the first sales people I ever knew. Now, that seems funny to say, especially since most of his career was spent as a coal miner. He was a miner as were most of those […]

Do you sell high-ticket products and services? Do you have some potential clients that need your high-ticket items, and don’t realize they need them yet? They have been making do with something much less expensive. How do you handle presenting the price? Are you interested in learning how more about overcoming price objection? Have you […]

Do you have a goal? I usually have a list of them. I am a sales professional, and I always have a sales goal. Sales has taught me nothing happens by accident. A significant sales goal will require a sales strategy. Creating the right sales strategy always helps me reach goals in several areas of […]