Have you ever caught yourself making excuses for the excuses you’re about to make? Sounds absurd, right? But we’ve all been there. The other day, I overheard someone preemptively justifying why they wouldn’t get things done, and it reminded me of how often I used to do the same. My personal favorite? “I’m too busy […]
Own Your Excuses or They’ll Own You Read More »
When it comes to sales training, there’s one technique that often gets left on the table: role-playing. And it’s one of the biggest mistakes you can make. Let’s face it—no one likes role-playing. People avoid it, shy away from it, and hope they’ll never have to do it. But here’s the thing: once you push
Role Playing: The Most Overlooked Tool in Sales Mastery Read More »
I had one of those “blinding flashes of the obvious” (BFO) recently while guiding a group through our 12-week sales training program. They weren’t selling car parts, but the comparison that came to mind was all about engineering a smooth, powerful machine. A well-designed sales process is like the engine of a high-performance machine. You
Building a Business Engine: The Power of Systems and Processes Read More »
Train, train, and train some more. That’s the secret behind Apple’s daily success. Every single day, their retail associates undergo sales training. And they’re not alone. Microsoft, SAP, Salesforce, Oracle, Xerox, IBM, ADP, Aramark, Unifirst, and Enterprise Car Rental are just a few companies that commit to relentless training. What do they all have in
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Did you know that 60% of customers say “no” at least four times before they say “yes”? Even more compelling, it takes up to 7 asks to convert over 74% of potential customers. So, what does that mean for your sales process? It means that if you want to truly maximize your conversions, your strategy
The 7-Step Sales Process: Unlocking 74% of Yeses Read More »
Research—it’s the cornerstone of a successful sales process, yet it’s often overlooked. But if you’re serious about growth, this is where you begin. Think about your own experience as a buyer. When you’ve worked with a professional, you knew they cared about solving your problem. Why? Because they took the time to learn about you.
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You’ve heard the saying, “Jack of all trades, master of none…” It actually continues, “but oftentimes better than a master of one.” While this phrase dates back to the 1600s, its relevance in today’s world, particularly in business, has drastically evolved. Let’s take a step back in history. Did you know that before the 19th
The Hidden Costs of Wearing Too Many Hats in Business Read More »
Let me share a story that highlights the difference between guessing your way to success and leveraging proven systems. I recently rewrote an employee ad for a client, and after several iterations, it finally clicked. The result? They had to ask me to shut it off because it worked too well. When you find what
Mastering the Art of Business Growth: The Power of Proven Systems Read More »
If you own a company or manage people, your role is clear—you are supposed to lead, guide, and direct. Not in the minutiae of “use your left thumb to press this button,” but in ensuring that quotas are met, projects are completed on time and within budget, and that the overall vision of the business
The Power of Accountability: Taking Charge of Your Business Read More »
Have you ever seen a 1-year-old give up on walking because it’s too hard? Of course not. They see others walking, recognize it as the standard, and persist until they master it. They don’t revert to crawling; they keep moving forward, never looking back. When did you stop embracing that lesson? The lesson that perseverance
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