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Do you want to maximize your effectiveness at a trade show? Countless hours are spent every year in trade show events, but are you maximizing your effectiveness? Read More

Conventional wisdom tells us that salespeople should go for the big sale, the record breaker, the home run. And conventional wisdom is usually correct.

But once in a while, going for the "big sale" isn't the best Read More

Politicians use talking points. So do pundits, PR types, and...salespeople. Here are some talking points about talking points.

> Talking points help provide Read More

Activity doesn't lead to success. Focused activity focused in the right areas leads to success. But first, you nave to define success. Read More

After a while, the ebb and flow of our days becomes second nature to us and we are no longer fully aware of what we do or don't do during a customer interaction. Just like most human beings, salespeople become creatures of habit.

Habits can be good, like when we see a red light and automatically Read More

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

Successful selling requires sales behaviors that yield the desired results.Sales behaviors are determined by both knowledge and self-talk. Once knowledge is present, the salesperson's self-talk can either lift a salesperson to a new level of sales achievement or can act as a limiter on career and income growth. Read More

Customer Service. Every consumer looks for it. Every retailer strives to provide it.

But the term is so overused and so under-executed that I have tired of hearing and thinking about it. In my own consumer life, there have been so many missed opportunities by individuals and stores where I have shopped to provide excellent customer service that I'm just about at the point where I want - no, need - to give noogies to every retail salesperson / clerk / customer service representative that I come into contact with. Read More