Lots of negativity going on right now.

The stock market tanked yesterday. Biggest drop ever. The bailout plan was rejected. Listen to some people in the media and you’d think life will cease to exist.

I’m a news junkie, but I actually quit watching, reading, and listening for a while. I don’t need the poisonous thinking. My [...]

Thanks to Josh Margolis who sent along this link to another blog, where the writer, Susan Corcoran, shares her horrific experiences (along with one that is almost unbelieveable, and hilarious) with some sales people.  Check it out at http://susancorcoran.blogspot.com/2008/09/are-there-any-good-sales-people-anymore.html

I’ve spent a lot of time on airplanes over the past 25 years.
Still do. As a result, I’ve earned the right to be one of the guys sipping a drink in First Class that everyone else looks at and hates as they walk by, banging the carry-on that probably won’t fit, on the way to [...]

For years in my printed publications and online newsletter one of the most popular features has been when I take calls I receive and point out the errors made. I guess it’s the same reason the early-season episodes of American Idol are so popular…people enjoy seeing others go through torture.
I like getting sales calls. In [...]

Interesting tidbit sent to me by reader and past training client JB Smith, National Director of Sales with Best Practices, LLC.  While web surfing he came across a political commentary blog discussing some poll results. The value for us as salespeople came with this comment about being called to participate in polls:
“By the way, do [...]

OK, quiz time. Here’s a situation. Think of the very next thing to leave your mouth in response:
On a call with a prospect, someone who has contacted you after visiting your website says, “Our issue is that we need to_____.” And then let’s assume she mentions a problem that your product or service helps solve. [...]

Here’s something that annoys me to no end: “service” personnel who act as if you have inconvenienced them by trying to give them your money.
For example, at a grocery store today, I placed a couple of items near the check-out scanner. The clerk, around 17-years old I’m guessing, was text messaging, apparently not caring about [...]

Whoa, wait, don’t jump. Come in off that ledge. Sure, things may not be the rosiest on Wall Street and with some financial companies, but guess what? Business is still moving forward.
If you listen to the typical purveyors of negative thoughts, one might think everyone should just throw their hands up in the air, close [...]

One of the top challenges for most salespeople, if not THE biggest pain, is getting to decision makers, and more specifically, dealing with voice mail.
There are all kinds of systems, processes, techniques and tips on how to most effectively manage voice mail. Certainly you can find lots of them in the archives of my [...]

When was the last time you said something really stupid on a sales or prospecting call?
One of those things where, as it’s streaming from your mouth you have that Homer Simpson “DOH!” moment.
I have them all of the time. At a training workshop I said something to the effect of, “Some people would give [...]