When going on a sales call, keep in mind that the prospect has a process of buying. The prospect will often hold back critical information and try to gather whatever information they can from you. In this scenario, the prospect will often not commit, lead you on, and soon disappear. If the prospect has a…

Read More

Each day sales professionals enter the marketplace with the full understanding they will risk hearing “NO”–Not that other professions are immune to this fact. However, in the sales professional’s day-to-day activities, they will face that challenge more than most other professions.  So what kicks in next? Is it fear? Doubt? Uncertainty? Perhaps! That is why…

Read More

When I first started in the entertainment world, I had no idea that I could make a living doing it. I truly enjoyed doing it, and the money soon followed. My mission was not to make money; my mission was to entertain. It was what got me up early and kept me up late. I…

Read More

A lesson learned the hard way. A few years back, I was hired to coach a group of people who were about to present to their most prominent group of investors. After arriving and beginning to “Coach,” everyone I noticed there was a challenge. First and foremost, these people were not public speakers and were…

Read More

What slows down our personal and professional growth? What holds us back from reaching out, making connections, having conversations, and building relationships? Most importantly, what holds us back from Standing Out? What makes it difficult for us to reach out and talk to people? I know for myself it was always the hidden self-image that…

Read More

As professional salespeople, we are always on a “Mission in Commission,” and our goal is to convert as many people as possible to our way of thinking about our product or service. Our success will be determined by the number of conversions we make. Talking to people about what you have is not enough. You…

Read More

If you are in a world of professional selling, you know it has been quite the ride. Of all the helping professions in the world, professional selling ranks with the best of them. Selling is truly an honorable profession, and something I have done most of my life. There is nothing better than being trained…

Read More

“The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.” – Vince Lombardi Are you willing to do what it takes? I am not a natural-born salesperson! Speaker trainer entertainer—yes. Salesperson—no! Perhaps you are very good at what you do…

Read More

Throughout my career, I have fully come to understand the power of facial expressions. They have always been a big part of my ability to get my point across. I was not always good at them and I really learned the hard way. Things were going well in my career and I was asked to…

Read More