Category Archives: Selling

It’s time to drop the “guru” BS

Apple geniuses. Search engine gurus. Baristas. Customer service superstars. Sandwich Artists. You see them all the time. The super trendy and tragically hip names for dull normal jobs. I call them the spit-shined turds of customer service. In the recent past, companies have been naming their employees all kinds of stupid names. I guess they...

Do you know your PIN? and how your language impacts your profits

The other day I went to a local gas station down the street from my home to get gas as I have done I know not how often. Found the open pump that was on the same side as my gas tank, turned off the ignition, inserted my card to pay at the pump... then...

From Hero to Zero, Dallas Cowboys and the Sales Cycle

From Hero to Zero, Dallas Cowboys and the Sales Cycle

Sales, like football, is a psychological exercise. The term "Hero to Zero" is used in many sales rooms at the beginning of the month. As the sales manager wipes all the units sold on the board off from the previous month and writes the new month's name at the top he will say "everyone who...

What I learned about Sales by watching the Dallas Cowboys

What I learned about Sales by watching the Dallas Cowboys

This season has been a wonderful surprise for all Cowboys fans. We have trudged through years of rooting for a team that is the very definition of mediocre. But that all changed this season. Though it was never a sure thing. We watched the first game play out with dread, thinking that it was going...

Sell like a six year old

Sell like a six year old

You have seen it before... the little kid with his mom at the grocery store asking her to buy him a candy bar while they wait to be checked out, right? We have all seen it, but have you ever really watched what that kid does to convince his parent that they should buy it...

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