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Enthusiasm transfers emotion from the salesperson to the prospect, right? Enthusiasm is contagious, yes? Enthusiasm breeds more enthusiasm, correct? Enthusiasm sells, doesn't it? Or does it... Read More

I have often been an advocate of increasing incentive pay and lowing base pay for salespeople in the B2C space. But increasing the portion of income that can be derived from commission won't work for all types of sellers. Read More

Much of the time, consumers are in a fog - a buying fog. The buying fog is fueled by a lack of personal clarity about what they really want or desire, by their dislike or fear of salespeople (whether it be strong or mild), and by their lack of: time, money, clarity, silence, or priorities. Read More

Every salesperson hates to hear those words. But we're told we have to learn how to handle this type of rejection because it's part of sales. But if the rejection can be avoided, we can avoid having to handle it.
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Shane Gibson and Steven Jagger have written a brand new book about social media that will be helpful to business-to-consumer companies and individual salespeople. This podcast episode is Skip Anderson's interview with Shane Gibson, a social media thought leader. Read More

It's Girl Scout Cookie time, so I took my daughter out for her first door-to-door selling experience on Saturday, spending three-and-a-half wonderful hours with her. Here's what I learned about selling on that cold January day. Read More

Steroids have been in the news this past week with Mark McGwire's admission that he used steroids while playing Major League Baseball in his interview with Bob Costas on the MLB network. Read More

My wife lost her [old original 2G] iPhone, so we went to the AT&T store in Eagan, Minnesota to buy her a new [3Gs] iPhone. We encountered David Long, one of the best retail salespeople I've seen in a while. Read More

Paying commission wisely is a big challenge for business owners and managers. Commission can either drive sales performance, or turn your sales team into a bowl of oatmeal. Read More

I enjoy seeing business people with humble confidence work. It's a joy to see how they successfully navigate through their careers. Read More