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Sofas, comfy chairs, soft lighting, attractive surroundings - all in the name of a nice cup of coffee for their clients. but what can you learn from the coffee shops? Read More

Great actors, great athletes, great chefs, great musicians, and great salespeople usually make their performances look easy. But behind that facade are the mechanics of their professions fueling the next scene, the next quarter, the next course, the next movement, and the next sales interaction. Read More

During a selling interaction, sometimes salespeople get so wrapped up in their product or their pitch that they forget a human being is right there next to them. Read More

I can't help it. I just can't stand it when a salesperson chooses to wing it instead of Read More

I've written over and over again about the salesperson who talks too much in this blog and elsewhere. Yet, the problem continues. Salespeople have a tendency, I'm afraid, to over-talk. Read More

Steering is a very valuable activity, whether driving a car or driving a career. But steering won't work if Read More

Who calls a TV a "television" anymore? Or a phone a "telephone" or a fax a "facsimile?" Or who calls pants "slacks." If you do, stop. It makes you sound old. And out of it. Read More

When is it okay to push your product? Read More

Sometimes failure is a good thing. Read More

That's what my boss used to shout from his office after talking with a salesperson. Read More