Have you ever heard the phrase, “familiarity breeds contempt?” It’s an old English proverb that traces its roots back many centuries. Chaucer wrote those words in 1386 in the “Tale of Melibee.” According to the American Heritage Dictionary of Idioms, “Long experience...
Let’s say we ask this question of the typical sales rep: “Is it important to build a relationship with your prospect in order to make a sale?” Answers to that question vary but they ultimately sound more or less like these: 1. “Yes, if it’s a major purchase. Nobody...
Do you ever listen to those financial planning talk shows on the radio? Here’s a confession…I do. Yeah, I know those shows are glorified commercials for the financial planner who purchased the air time. I know the purpose of the show is to get listeners to invest...
Legendary basketball coach John Wooden, who coached the UCLA Bruins to 10 national championships, would tell his players, “Be quick but don’t hurry.” How on Earth is that possible? Can you really be quick while not hurrying? Yes. Not only can you do it, you should do...
Both prospective and current clients want to work with sales practitioners who will partner with them and guide them to a better future. They want trusted advisers instead of salesmen. They’re looking for that special something that the best sales reps have that will...
“Let a fool hold his tongue and he will pass for a sage,” wrote Publilius Syrus more than 2,000 years ago in ancient Rome. Such wise advice from ages ago has never been more relevant. In the modern professional world, we are suffering from a listening crisis....
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What Does It Mean to Sell Today?April 3, 2020
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