My Blog

Don’t Like Me? Who Cares? You Will Buy Because You Respect Me A lot has been written about building rapport and getting prospects to like you when selling them. This is all well and good, but it has led to, in my experience, an excessive swing towards being all buddy-buddy…

The only thing worse than a poorly performing sales team is an idiot manager whose constant delivery of counterproductive messages is the primary cause of the sales team’s failure. There, I said it. Not to let bad salespeople off the hook, but sometimes sales leaders are incompetent coaches who bark…

With awe-inspiring performances and unbreakable spirit, athletes are spectacular sellers. Pitchman Michael Jordan sold millions of gym shoes and briefs for Nike and Hanes. Blake Griffin made KIAs cool. Olympian Michael Phelps made Subway meals seem like nectar of the gods. The classic Converses hawked by Larry Bird and Magic?…