A good friend of mine asked me this morning, “What have you learned over the last year?” Man, I said, way too much. “Ok, but what one thing that made a huge difference?” So that is what this is. Instead of doing my work or enjoying my morning coffee in…

Too often I run into business owners that think they sell a product or service. “I clean carpets”, “I sell insurance”, “I provide apartments”, “I sell cookies”. This is no longer enough. There are hundreds of people that do what you do. Sometimes thousands. You no longer can just “sell…

You may not think that farming and sales have much to do with each other. And on the surface, they don’t. After all, you can’t talk a plant into growing, and you can’t sell a weed on not growing. …

As a business owner, do you know who your customer is? A few years back their was a great movie released called “The Horse Whisperer.” And in this movie Robert Redford’s character has an unnatural ability to talk to horses. I often think of this movie when I’m working on…

Over the years I have met many salesmen that view the customer as “the target”. I deliberately didn’t use salespeople here because 99% of the women salespeople I’ve encountered intrinsically understood the concept I’m going to share with you today. Here’s the first test. Who are you in the photo? …

Out of my 40+ years in sales and marketing I have come across so many different tips and tricks and approaches and different ways to say things. None terrible, all had some level of credibility. But what I am talking about when I talk about salesmanship is more sales philosophy…

Picture this, an 8 year old kid, standing in front of a bank on Saturday morning. (Why? You might ask…. Because that’s where the money is.) Raffle Tickets in hand and asking every customer, “Hey Miss, Hey Mr., You want to buy a chance to change your life? …