It’s OK To Win!

I’ve been hearing more and more lately about children being taught that winning doesn’t matter and in some cases—probably more than I care to know about— youth sporting events have stopped keeping score. Why? If you ask those involved, they’ll tell you it’s to keep from “hurting the feelings of the children that don’t win”. Well, that’s perfect preparation for …

Tales From The Field: Randy C.

In this week’s edition of Real Salespeople Doing Real Well, I’m introducing you to Randy C. from Shreveport, LA.  Randy is a certified Canine Trainer and Instructor—meaning he can train people to become trainers. If you’ve ever watched the TV show, Dog Whisperer, that’s what Randy does. And he does it very well.  I’ve known Randy for several years and …

If Coffee Is For Closers, GOLD Is For Prospectors!

There’s a part of me that thinks the movie, Glengarry Glen Ross is one of the worst things to ever happen to salespeople. Alec Baldwin’s excellent portrayal of the narcissistic real estate salesman, Blake has two of the most powerful and memorable lines regarding sales ever uttered on film, “A.B.C.: Always Be Closing,” and “Coffee is for Closers!” Well, I …

He’s Gonna Jump!

I read the following quote recently and it really impacted me: “Do one thing every day that scares you.” Eleanor Roosevelt Think about that for a second. To grow as salespeople, managers and humans—we have to stretch our comfort zone. We have to be scared a bit. We can never get better at anything if we are constantly living within …

Sales Training: When Should YOU Follow Up?

A commonly asked question when I am doing sales training is, “When should I follow up with a prospect?” Obviously, that’s a very open-ended question and one with many different specific answers depending on your industry, the prospect, the buying cycle, etc.  However, the one answer I always give is this: “Follow up BEFORE you’re expected to.” Alwas follow up …

Two Words To Brighten A Day!

God gave you a gift of 86,400 seconds today. Have you used one to say “thank you?” William Arthur Ward Maybe it’s just me, but it seems as if we—as a society—don’t say “Thank You” as much as we used to. I realize, we’ve shortened it to “thanks”, “’preciate it”, and other slang terms. But, to me it’s just not …

Tales From The Field: Lenny J.

In this week’s edition of Tales From The Field, I want to introduce you to another Real Salesperson Doing Real Well: Lenny J. from New Orleans, LA. Lenny works for one of the nation’s largest suppliers of Integrated Handling Solutions—which is a real fancy way of saying they are in the Fork Lift business. Well, that’s their main business. They …

Being High Tech Without Losing High Touch

Steve Jobs and Bill Gates have made tremendous contributions to the world. One could easily argue that they—along with their teams have changed the world. But, the one thing they (nor anyone else) can change is the need for old-fashioned, face-to-face contact with prospects and customers. In other words, being high tech without sacrificing high touch! Or as an old …

Sales Tips: Even The Superstars Take Batting Practice

Sales Tips: Even The Superstars Take Batting Practice As spring arrives, the weather begins to warm, flowers start to bloom and we a most of us think of two things: Spring Cleaning or Spring Training. I think this is directly affected by one’s gender. For some this may be the “busy season” and for others it may be a slower …