The phone rang. It was a kind voice on the other end, asking about a copier. She was from a church in a neighboring town. “I wanted to know if I could get a price on a copier?”   I replied, “Sure, tell me a little bit about what you are looking for in a machine?” […]

“I can’t sell because ____!” Have you felt this way?? I hear this all the time. I listen to it from people from all walks of life. Some young, some old, and all in between. Sometimes they follow with an excuse. “I’m too shy! I’m too quiet! I don’t know anybody! They could see right through me!” One […]

Social media has made things so easy for those of us who love to learn, grow, and purchase things. So many of today’s influencers are great at getting attention and building a following. I recently had an experience that caused me to pause and think. I had been following this person for several years. In […]

If you own a company or manage a sales team I’m sure you’ve been sold on the need for a CRM. You’ve probably asked some others about what they use. “How easy is it to use?” “How are the reports?” And of course “How much does it cost?” If you’ve had this conversation or these […]

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 […]