After over 30 years of teaching professional sales training, I’d like to answer the most often asked question. This question can be asked in various ways,...
The art of selling can be compared to many things, but I’ll bet you’ve never heard it compared to a professional boxing match! Personally, I think...
It’s rather amazing how our reaction to little, somewhat harmless events can provide insight into how we react to bigger events. Here’s a quick test for...
Do you know one of the kindest things that people in an audience can do for a presenter? Simply ask questions. It shows interest in the...
Question: Who do you think were the comedians in the greatest comedic team ever to step on a stage? To me, there is one, simple answer: ...
There are many who don’t have the stomach for selling, and I can appreciate that. After all, there’s the uncertainty of income, the occasional nasty customer...
I’ve never been much of a gambler. I suffer from what I call the “John McEnroe Syndrome.” I dislike losing more than I enjoy winning, and that’s...
Recently, I came across an article that took a shot at the sales profession. Sadly, that’s not all that unusual, given all of the misinformation and...
A few months ago, my wife and I went to a concert of one of our favorite performers. (The name has been left out to protect our...
I’m a quirky guy, and as a distance runner, I had a few rather unusual tendencies to prepare for a race. Some might even say these...
