If 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 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” […]
Read MoreWinter is over. Spring is here. Baseball is back in full swing, and you just got an email letting you know your favorite golf course is taking tee times. If you’re like many of us here at ETE, your office conversation lately might consist of figuring out when you’re going to a ball game, scheduling […]
Read MoreTraveling to my first trade show, I was filled with anticipation. I was excited to see what the hype was all about, meet some of our customers face to face, and watch my teammates interact with Showpower attendees. I’ve been to trade shows before, as a vendor and a participant, but I have never been […]
Read More“Is that the best you can do?” In sales, this question is asked everyday. And when I first started selling, I panicked every time I heard it. My first thoughts when a customer asked this were “Great. I don’t have the power to lower the price. How am I going to make this sale?” So, […]
Read MoreI’m a pretty good salesman. One of my strengths is in knowing how to tip the odds in my favor. In other words, I will use every advantage to ensure that a prospect sees the value in doing business with us. I’m also realistic. As good as I am, I’m not the best salesperson in […]
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