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As salespeople, we are driven to make sales. Most of us are paid based upon our ability to do so.

So I don't blame a salesperson who pursues the easy sale. Sales to low-hanging fruit are just as valid as the sales we made to customers who required a great deal of work on our part. But sometimes Read More

I've had a terrible song in my head this past week. As far as I know, this song only exists in my head. Apparently, it's a tune my subconscious mind created, perhaps out of boredom, or perhaps as a payback to my conscious mind for something it... Read More

I had a great massage a couple weeks ago. The massage therapist, Shantel, did a great job. But in addition to a great massage, she also did something great that also applies to the art of successful selling Read More

The tasks of everyday life require good eyesight.

Thankfully, my close-up eyesight is quite good. I can read my morning newspaper, see my breakfast eggs, and clip my toenails without any problem whatsoever (rest assured, I don't do all three at the same time).

But thanks to my nearsightedness, I can't se Read More

Customers need things. Thank goodness for that, because if they didn't, commerce would grind to an abrupt halt, along with all salespeople's careers.

Consumers need books, TVs, furniture, education, massage, barbecue grills, security systems, trees, orthodontics, replacement windows, hair replacement, bass boats, facelifts, vacations to Italy, jewelry, and thousands of other products which we, as sales professionals, are always happy to sell to them. But when we focus on only our products, we can lose sight of the emotional foundation of these customers' needs. Read More

Part of a salesperson's job is to explain things. You might need to explain how a particular feature of your product works, or why the customer's shipment of the product has been delayed, or why your return policy is what it is.

But some salespeople can be notoriously poor at explaining things well.

A good "explainer" add Read More

I've become enamored with those Korean Air TV commercials. Here's why they work. Now, will a Korean company please hire me so I can try Korean Air Read More

This post is about selling, customer service, managing, and relationships. and virtually all relationships.

I regularly visit two dry cleaners.

Dry cleaner #1: The front desk person always has a smile on her face, calls me by name, acts excited to see me, and we chat it up for a couple minutes every time I'm there.

Dry cleaner #2: The front desk person doesn't Read More

We have a love/hate relationship with our sales careers. At one moment, we are proud of our accomplishments and celebrate the relationships we have built with our customers, and the next moment we d Read More

Sadly, customer engagement is being ignored in so much of business-to-consumer selling that in many respects we have nowhere to go but up. In many sectors of B2C selling (not to mention marketing and Read More