Sales people are coin-operated. Maybe you’ve heard that expression before. It’s true that most sales positions are commissioned, but it’s not true that all sales professionals are driven only by money. Is there anything wrong with sales professionals being driven by money? Nope. I’ll admit, some of the most successful sales professionals I’ve met were obviously […]
You’ve heard it before… “Money is the root of all evil.” That is not true. In fact, contrary to popular belief, the Bible never says that either! What the Bible actually says is “The love of money is a root of all kinds of evil.” (1 Timothy 6:10) (my emphasis added) Why is this subtle difference in […]
In the world of Star Wars, lightsabers are neither good nor evil. They are simply tools. But placed in the hands of a Jedi or a Sith, they can be used for either good or evil. And of course, if you place a lightsaber in the unskilled hands of someone like me, you will be taking me […]
I’m guessing you’ve seen one of the Dos Equis beer commercials with the world’s most interesting man. The cool world traveler seems to have more adventures than Indiana Jones (who is rumored to have a 5th movie in the works.) His character appeals to the masses who all want to have a life like his. Dos […]
As sales professionals and leaders, we can all use a little encouragement during the tough times. As a Christian, I will often look for encouragement in scripture. I’ll admit sometimes I find scripture difficult to understand. Philippians 4:13 is one of those verses for me. On the surface it seems straight forward, but there seems to be more […]
You and I both know that customers don’t always choose the least expensive option. When you’re the consumer, I bet you don’t always pick the cheapest either. If we did, we’d all be driving $3,990 Yugos from 1985 and the company wouldn’t have gone bankrupt in 1989. As a salesperson you may have heard this phrase from […]
How you handle questions during your presentation can completely destroy the outcome or completely knock it out of the park. In our worst case scenarios, we’re concerned about not knowing the answer to a question asked by prospect. How do we handle it? What do we say? How can we salvage our credibility and save the […]
Before signing a 3-year contract extension, my customer wanted to negotiate some of their terms. While negotiating terms was common with customers, this request was interesting because of the timing. This customer’s most busy time of the year was approaching quickly and yet they wanted to begin a slow contract renewal process. Something didn’t add up. I was selling […]
You’ve heard plenty of cliche jokes about used car salesmen. While my father spent two decades in the car business, I can tell you he was the exact opposite. My Dad is a humble man with a good heart. He wanted what was best for others and what was best for his family. I was probably 7 […]
