Continual Learning as a Form of Insurance

Continual Learning as a Form of Insurance

by | Apr 12, 2024 | Sales Motiviation

For seven years, I taught juniors and seniors in the business college at my local university. I was occasionally amused by the things students would say in our after-class discussions especially as the spring semester waned. “I can’t wait for graduation,” said one...
Personal Branding Benefits for Sales Pros

Personal Branding Benefits for Sales Pros

by | Apr 5, 2024 | Sales Motiviation

Last year, I watched the movie Air when it first came out in theaters. If you like business and sports, you would enjoy this movie. It’s a cool story. The film is set in 1984 and is based on true events about the origin of Air Jordan, a legendary line of basketball...
Advancing Sales Through Test Closes

Advancing Sales Through Test Closes

by | Mar 15, 2024 | Sales Motiviation

Closing a sale involves a series of small commitments before you get the big commitment at the end of the process. These little commitments are sometimes referred to as “miniature closes.” By simply agreeing to meet you, a prospect makes a mini commitment, and that’s...
Should You Have a Best Friend at Work?

Should You Have a Best Friend at Work?

by | Mar 8, 2024 | Sales Motiviation

Many years ago, the Gallup Organization published research showing that people who had a “best friend” at work tended to be happier and more effective, plus they stayed with their companies longer. Encouraging people to build relationships at work is good for workers...