Welcome to My Blog

4 Learning Stages of Sales Training

I was recently having a conversation with a colleague regarding the implementation of role play in his training sessions.  We discussed how role-playing can sometimes send shock waves through a team of sales associates, and how often this critical step is completely...

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Hit Your Training Target

As leaders, we have all been called to train, inspire, motivate or educate others in group sessions utilizing PowerPoint or other presentation software.  We have also sat through some well intended readings of bullet points in the front of the room veiled as...

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3 Coaching Skills that Change the News

The results that you achieved thus far are directly related to your behaviors and/or the behaviors of your sales team.  All too often the power to "change the news" in sales is given away in the form of uncontrollable outside influences.  We attribute our lack of...

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Sales Lessons from Fajitas and Oil Changes

Last week on a particularly nice spring day, my Mom and I decided to have a nice lunch in downtown Greenville, SC.  If you haven’t visited downtown Greenville, I strongly recommend it as it is a thriving example of urban renewal with many quaint shops and...

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Death of the Furniture Salesman

In 1949, Arthur Miller wrote a play titled "Death of a Salesman" which chronicles the life (and death) of Willy Loman, a traveling salesman living in Brooklyn.  This Pulitzer Prize winning play portrays the psyche of Willy in his quest for financial stability,...

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Sell Experiences, Not Furniture

According to a recent book titled Happy Money: The Science of Smarter Spending author Michael Norton of Harvard Business School examines the science of people spending money on experiences rather than “things”.  He notes, and many people believe that purchasing...

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