Growing up, my gramma was always the queen of colorful country colloquialisms. Some left me scratching my head (I still don’t know what gobbledygook is). But others were little gems of country wisdom. “He’s as windy as a sack full of farts,” to describe a particularly loquacious individual. “He’s so full of s#*% his eyes […]
Read MoreA day in the life of most salespeople is typically driven by a rousing game of fetch. We throw out a proposition or an idea, and we expect our prospects to react in a way that leads to them recognizing value and pursuing a partnership. The pitfall with this approach to sales is that it […]
Read MoreIf you ask me, Vince Lombardi was a first class salesman. During his time as an NFL coach, he sold his coaching methods and knowledge to hundreds of professional football players and owners (fans). His quotes are famous, so I’m sure you’ll recognize this one: “Football is like life – it requires perseverance, self-denial, hard […]
Read MoreWe’ve recently formed an ETE Tough Mudder team. What’s a Tough Mudder? A gruesome, 10-12 mile military-style obstacle course of pure pain that 8 of us have decided to tackle together. A team of all ages, background, sizes, personalities, and skill levels on a mission to finish this race as one crew. You might think […]
Read MoreThe other afternoon, I went to an automotive supplies store. No, I wasn’t lost. I needed a small tool and figured they might have it. Plus, it was an opportunity to support our industry. I was wandering the aisles for all of 30 seconds when a friendly employee pointed me in the right direction. With […]
Read MoreMy name is Aimee Brock and I am a huge nerd. Traditionally, Monday mornings have been rough for me – not just because they’re Mondays, uh, or mornings – they’ve been rough because of Game of Thrones. As a fan of the Song of Ice and Fire series by George R. R. Martin, my Sunday […]
Read MoreSalesmen have one important job: to close. But if that were all it took, selling would be easy. Every salesman knows that selling is not only in the initial sale (which feels really good), but in what comes after. I call it the art of finessing. When you finesse, you skillfully handle a situation with […]
Read MoreIn the world of sales, it’s sometimes hard to get away from the general thought that one side is taking advantage of the other. If it seems like only one person greatly benefits, most can’t help but picture a greasy used car salesman that is just looking to make a quick buck and take you […]
Read More“Ok great – We will see you at 9:00am at my office.” The meeting time is set and the location has been agreed upon. You’ve spent weeks preparing a presentation for this customer, and have probably reviewed most details in your head several times over. But what time are you going to show up? Is […]
Read MoreIn sales, there aren’t stadiums of fans cheering your name and wearing your jersey or Roman Coliseums with thousands of screaming people. Heck, for most of us, our big sales events are a telephone call, an email, or at best an office visit. So, how do you get your mind right to bring your “A” […]
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