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 […]

Thrifting, yes thrifting taught me to sell. I love Goodwills, thrift stores, and garage sales. It’s a hobby for me. I love looking and finding. It’s the thrill of the hunt. I don’t feel embarrassed or icky about the stuff I buy. Most things in stores have been through many hands by the time I get them […]

Becoming the clear winner boils down to what is important to your customer. The world is a competitive place. There are in most cases way too many choices. We can get caught up in comparing both what we are buying and what we are selling with all the choices available.   The first thing that comes […]

“I am not the sales type according to the image.” A lot of people associate with what they would define as a sales type. Hmm, is there a definition for sales-type? I’ve seen some personality tests and read several books that detail different types and what to do to be successful, depending upon your style. […]

What if the chefs had the opportunity to sell? I bet it would be memorable. Recently, I overheard another customer in a restaurant turn down part of an entree that I thought was delicious. The salesperson in me wanted to approach them with why they needed to let it accompany the meal and at least […]

So what brings added value to you? I love dessert. I rarely buy it at the end of a meal. But I genuinely love it. Sometimes I even ask to see the menu because even the descriptions of those sweet treats bring me joy. Earl and I have a favorite restaurant in Atlanta, and it’s […]

Have you ever been pushed into a purchase?  I have been on several occasions. One I remember very well was one of the first cars Earl and I purchased as a couple. We were young, and it was spring. We wanted a new car. I wanted to be practical yet stylish. Earl wanted something sporty. […]

The blue dress story is just one of many interesting things that have happened to me over the years in sales. One day I wore a bright blue 👗 dress with a wide white collar on cold calls. I had borrowed it from my mom.   My mom’s favorite color was blue. She always looked so […]