Sales Pros Stressed Like Entrepreneurs

Sales Pros Stressed Like Entrepreneurs

Some sales pros are true entrepreneurs in that they own their companies. But all sales pros have entrepreneurial traits. When your job is to approach strangers, build a relationship and convince them to spend money, you’re entrepreneurial. When you’re a person who...
Don’t Tell Me You “Fly Under the Radar”

Don’t Tell Me You “Fly Under the Radar”

I’ll never forget a summer afternoon in 2001 when a very individual walked into my office. He had just moved to my city from a different part of the country, and he brought some impressive ideas with him. He wanted to interview the real estate company I was working...
Turning Gatekeepers into Gate Openers

Turning Gatekeepers into Gate Openers

Many years ago, I wrote a book that required me to conduct interviews with several professionals who had attained celebrity status. In many cases, I had to work with secretaries and administrative assistants in order to get the interviews. These “gatekeepers” played a...
Top Producers Are Grateful, Not Guilty

Top Producers Are Grateful, Not Guilty

A friend and I met for a beer Wednesday night. There’s one thing you should know about him – he’s a genuinely good soul, one of those super-nice guys who cares about everyone. He’s outgoing and quickly turns strangers into friends. Later in the evening, a woman...
Your Area of Self Marketing Expertise

Your Area of Self Marketing Expertise

What’s your area of self-marketing expertise? Not sure what that means? Well, you have one, but it’s possible you haven’t isolated and cultivated it yet. Before defining “area of self-marketing expertise,” allow me share how I unwittingly stumbled into one years ago...
Managing the Emotional Side of Sales

Managing the Emotional Side of Sales

During sales training sessions, we tend to focus on “hard skills,” critically important things like prospecting, qualifying, overcoming objections and closing techniques. But there are many “soft skills” that help you become a top producer, and one of those is...