In the past few months, I’ve sat through a series of unbelievably boring sales meetings. Even though they were held in different organizations, they all followed a similar pattern: The president/sales leader stood in front of the room and yakked about numbers,...
When my dad died at the young age of 56, I lost not only a funny, loving and wonderful father but also a beloved, wise and inspiring mentor. He taught me a lot about life and, as odd as it might seem for an accountant, a lot about sales. In fact, it was dad who...
In sales, listening is a form of magic that leads to more sales. When customers are truly listened to, they feel known and understood. People get bigger when they know they’re being listened to and they tell you more. They feel safer and more secure as well, and that...
