Sales Training Tactics

“Thanksgiving Day is a jewel, to set in the hearts of honest men; but be careful that you do not take the day, and leave out the gratitude.”
-E.P. Powell
Think about how you will feel at the end of this workday and head into a great Thanksgiving weekend. Something is happening to you right now that [...]

The important thing is not to stop questioning. Curiosity has its own reason for existing.
-Albert Einstein
“I’ve been in this business for over 25 years. I have run out of things to learn,” was one of the saddest comments I have ever heard from one of my recent seminar attendees. Stop learning? Don’t we need [...]

Stress is an ignorant state.  It believes that everything is an emergency.  ~Natalie Goldberg

Have you ever noticed how some people look stressed all the times? In fact, these same people often get stressed BECAUSE they have nothing to stress about. Problem is, many of these folks believe that the appearance of stress is a [...]

“Every person I meet has a lesson for me. But it is my responsibility to search for that lesson.”
-Brian Sullivan
Think about how many people you came into contact with yesterday. Now ask yourself, “How many of those people did I learn from, and what specific lessons did I take away?” If you can’t recall any [...]

People fall down, winners get up, and gold medal winners just get up faster.
-Bonnie St. John
Bonnie St. John lost a leg at the age of 5. Several years later, she would go on to become the first African-American to win an Olympic medal in skiing as she was awarded a silver and two bronze medals [...]

Customers don’t expect you to be perfect.
They do expect you to fix things when they go wrong.
-DONALD PORTER
“My life insurance was stopped when?!!!” were the words I used with a John Hancock agent this week as she told me they changed their policy and were no longer pulling monthly fees from my credit card. My [...]

“Let us never negotiate out of fear. But, let us never fear to negotiate.”
-John F. Kennedy
How do you feel about negotiating? Are you afraid to ask for a better deal when making a purchase? Are you also easy to give a deal to those who ask you? Well, if that’s the case, it’s time to [...]

The way to succeed is to double your error rate.
- Thomas J. Watson (1874-1956)
Former IBM Chairman and Master Salesman

Have you made any big errors lately? If so, congratulations….you’re human! And chances are you are not a wimp, afraid to make a wrong decision that just might not work out perfectly. You see, the people in [...]

“Good nature is worth more than knowledge, more than money, more than honor…”
– Henry Ward Beecher
“How’s it going,” were the words I casually used as I walked past a fellow vacationer in a hotel hallway. The bearded man responded reluctantly, “It’s going.” That was it! No “Fine, how are you?” …or “Great, how you doing?” [...]

“Performance stands out like a ton of diamonds. Non performance can always be explained away.”
-Harold S. Geneen
Tuesday while driving home from family vacation I spotted a diamond behind the counter of a gas station register. While I walked into the 15×15 ft tiny room that held only a cooler and two racks full of snacks [...]