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 […]

There are three things you might not know you need to do well in sales. 1. You will need a little fight in you. What is fight? It’s a passion, it’s a desire to win, and want to, a want to win. Sometimes it’s referred to 🔥 in the belly. You will need to care […]

The hardest thing and the best thing about high ticket sales is the wait.  How can it be both? First, it’s hard because results are not immediate. A visit, a phone call, an email, and a card sent to a prospective client can bring little in the way of confirmation.   You can be left wondering, […]

Is it easier to sell in the spring? My very best sales months have sometimes come in the spring, and I think I know why. I am more optimistic in the Spring. There is a feeling of an opportunity to start over. Winter often gives us too much time to think. When we have too […]

One of the biggest obstacles between most salespeople and success in sales is their thoughts and feelings around the role. The sales manager is suggesting you turn over every leaf. The expectation is you bring in a slew of leads and sales every day, all day. You hear all about the opportunities and market share […]

Recently I was reminded of my first memory of earning something from my personal efforts, a ring. I was in first grade, and every week we were given a list of reading words to learn. We received a new list on Monday and Friday was test day.  On Friday, we would stand by our teacher’s side […]

The ability to persuade could be the most critical characteristic among the most successful in sales.  I would argue. It is also the most dreaded, misunderstood, and overlooked skill needed to turn the corner toward real fun and sales success.  Persuasion is not a bad thing. Especially if you recognize you must use it carefully […]

You must Believe. If you are going to be successful in selling, you must believe what you are offering has value. You must believe that the idea you have is a good one. You must believe it is worth the money you want in exchange for it from others. I had read Harland Sanders, the founder […]

Have you ever considered the reason you haven’t gotten a “yes“? Maybe it’s that you haven’t asked. Let me explain. Have you shown your product or service to a potential client and they smiled and said, “that’s nice”? However, no orders followed. Have you delivered a quote and they replied, “Let me think about it.” […]

I have picked my word of 2021. It shouldn’t be that hard. But, this past year, my word had been fulfillment, and I loved it so much. I wasn’t ready to move on to something else. But, then I discovered I don’t have to leave behind either what I loved about fulfillment or what the […]