Campaigning for office is sales.
 

And the office of President is perhaps the ultimate sale. Regardless of your personal political view, you gotta admit, Barack Obama can flat out sell.
 

He had Invesco field rocking last night louder than after a Bronco’s
touchdown.
 

Perhaps the biggest cheer, and one of his more brilliant points came when [...]

“Move them forward or move them out.” That’s what I constantly preach about prospects in your follow-up file.
This means if a prospect isn’t moving closer to buying each time you speak, they’re taking your valuable time. And you can make more money, but you can’t make more time.
However, especially in today’s economy, that [...]

As promised in the post above, here are some specifics you can use in putting together your own stay-in-touch program with prospects you want to keep in contact with.
1. Define Your Follow-Up Criteria and Categories. Determine who you will discard, and who you’ll place into your system. For example, anyone now spending over a certain [...]

So, why a blog?
Good question. I resisted, dismissed, and pooh-poohed them forever, saying they were just boring personal diaries of vain, non-writers who had nothing of value to say but wanted to be published. Further, there was no good business reason to have one.
And, much of that is true, for the most part. For gosh [...]

Every once and awhile, when the urge hits, I will spill a rant or two onto these pages. Things that might not appear to have anything to do with sales. But, then again, almost everything can be tied to sales.
Interesting contrast in stories about two professional athletes in Phoenix. These were in the same day’s [...]

I am constantly amazed by, and have tremendous respect for people who excel at things I could not, or would not want to do. (Which is really, most things, now that I think about it. Especially anything involving tools.)
Architects who design massive structures. The people who build them. Nurses. School teachers. Most of the workers [...]

This has been floating around the Internet for awhile, and I actually heard it on a morning radio show. It is hilarious, and almost unbelieveable, but supposedly it’s legit.
This guy, Dimitri, runs a site for picking up women. Judging by the voice mails he left for someone he wanted to hook up with, I’m assuming he does [...]

 
 
 
 
 
 
Just got back from Dayton, Ohio, where I worked with my most recent class of inside sales pros from LexisNexis. These reps primarily sell LexisNexis services to the corporate market, with a few of the reps selling into the law firm arena. Very impressive and fun group! (That’s me in the white shirt in the [...]

As I mentioned last week, a workshop I presented at the National Speaker’s Association national convention was, "Selling at Full Fee: How to Ask for Your Price and Get It." It’s an age-old dilemma: salespeople dropping their price at the first sign of resistance, or request for a better price. And the ones who do [...]

Once again I’ve got a sales observation for  you from the street. The street is Broadway. Times Square. New York City.
 
I’m here attending, and also speaking at the yearly convention for the National Speakers Association. (Next week I’ll share some of  the ideas I presented, which were on How to Sell at Full Price.)
 
Somewhat [...]