I once lost a large customer to my competitor. This was a significant competitor, and this was a devastating blow as it was one of my larger accounts. My competitor thought it would put me out of business; unfortunately, I thought the same. I spoke with the account contact, and it was the same. As […]

We don’t always make the cut. There’s something we forget as a fast-paced society with instant gratification. Sometimes it’s worth pushing hard even if the outcome isn’t what you were trying to accomplish. If you talk to a winner in any field, they will tell you one story after another of how they trained. They […]

I have a secret. I love business and love that I have had a career in sales. That’s not the secret. You’re right. I say those things all the time. The secret is the money involved in those two things is not my favorite part. I do appreciate it, and it is a must to […]

There are other ways to reach your goal and get the results you desire! A single-wide mobile home was the first major purchase Earl, and I made as a married couple. We had gotten married in late December and by early March, become the proud owners of a brand new unfurnished two-bedroom 14 x 70 […]

Maybe you have been saying to yourself, “Someday when…, I will get to enjoy a five-star resort, or I’ll be driving that luxury car.” You can fill in the blank any way you choose. It’s your wish list.  If that’s you, I have a little advice on how to become rich sooner than you think.  […]

Have you ever been so frustrated you think of starting over? Maybe it’s failed attempt at baking a cake. Perhaps it’s a series of lousy purchasing decisions in decorating a room. Sometimes it’s a sales situation that you’ve worked on for months with no end in sight, and you get that thought, “I’m starting over.” […]

One of my favorite recent purchases was my Serena and Lily Gingham sheets that retail for $328. I found for the price they offer remarkable value.  I am a regular thrifter and do not mind telling you I recently purchased a solid wood armoire for $23.99. It would have been hundreds of dollars if bought […]

That’s what your prospects would say if they were to voice what they are looking for in their next vendor. They are looking for something special that fits what is important to them and makes their day-to-day easier. They wouldn’t be saying, “Tell me why the other guy is bad.” They don’t even care about […]

Sales and business, in general, require some action. Some of the action required asks you to get out of your comfort zone. It’s easy to send an email, but hard to make a phone call. It’s simple to mail a note and hard to make a cold prospecting call. The hard things are the ones […]

Why do I push myself to get the sale? Well… Imagine mid-August the sun is shining bright, it’s the very first day of school for students in my territory.  I had gotten up early and prepared extra well for all the cold-calling I’d be doing that day. Feeling very optimistic and excited to get my day […]