Nov 132016

I craved a milkshake thanks to a post shared by my friend Dana Phillips on how chocolate improves your intelligence. So I went to Jack-in-the-Box to seek out a higher IQ. And I found it. A friendly and sweet chunky Latina lady waited on me as we engaged in pleasant conversation about the Chicken Fajita […]

Nov 092016
The Two Americas

To my Liberal Friends after the Election (and yes, you are my Friends)… “It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness, it was the epoch of belief, it was the epoch of incredulity, it was the season of Light, […]

Nov 052016
Bondage or Freedom? You Get to Choose...

Full Speed Ahead While historically I haven’t gotten too excited about politics, I find myself rather obsessed as of late. Try as I might, I just can’t help being drawn back into a very opinionated position. Here’s why. I care about my planet, my country, and even more about the people around me. I don’t […]

Sep 262016
The Customer Connection, Part 1

Whether in life or in business, we share the planet with others. And it’s only through successful personal interaction that we achieve our goals. And the way to successfully interact with others so that we succeed is quite simple: Help THEM to succeed. This approach works in all aspects of life, and it will bolster […]

Aug 262016
Five Easy “Be’s”

Swarming prospects with sales pitches is easy. But real connected selling is much harder, since it involves relationships – even if short-term – with people who universally want to be treated fairly and respectfully just like you do. You’ll never win over a prospect you’ve not allied with. And according to Zig Ziglar, sales requires […]

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Apr 262016
Why You Are Losing Sales, Part 1

While many reasons contribute to losing a sale, the top reason by far is simply not following the selling process. Like a dancer who doesn’t know the steps looks foolish on the dance floor, a sales person not following this process appears disjointed and unprofessional, loses connection with the prospect, and forfeits the sale. Mike […]

Feb 222016
Can We Agree?

Making the sale ultimately requires the customer’s agreement to the product, price, terms, delivery, payment method, and to you. To get to this ultimate agreement requires a series of smaller agreements along the way that build toward the close of the sale. The sooner in your presentation you start building this pattern of ‘yeses’ the […]

Jan 252016
Willing to Try and Able to Buy….

Willing to Try and Able to Buy…. This is the mantra of prospect qualification. If either quality is missing you’ll never make the sale. A prospect – even one with a LOT of money – who’s unwilling to try your product cannot really be considered a prospect. Instead they’re merely a disinterested party. And it’s […]