I'm afraid for the future of our country. I'm afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society -- is rapidly disappearing. In its place, we are witnessing a whole host of alternatives. It is like thousands of years of human development has been shrugged to the side, and a new ethic of rushing to conclusions with little objective basis has replaced it. We are regressing to the Middle Ages.

In this podcast, I respond to two listeners questions: One has to do with how many appointments a salesperson should make, and the other asks about being frustrated trying to get an appointment in an account. My answers may surprise you.

There are two types of questions salespeople should use: Questions to ask customers, and questions to ask yourself. In this podcast, we drill deeper into questions to ask yourself and develop a routine and a set of questions that will fuel your development for the rest of your career.

A good question is one of the most powerful tools know to mankind. It certainly is a salesperson's most powerful tool. In this podcast, I dig into questions that salespeople (and other professionals) should be asking themselves. You may have never come across this before.

The rules have changed. Now, you must add value to every sales call. This article unpacks that idea and provides two specific techniques to add value to every sales call.

I believe that there are certainly practices in the business world where morality perfectly coincides with wise business. Integrity is one such practice. It is both good business as well as good morals. Here's why...

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Just Listen!

Adversity

Customers asking about a 'lower price' is a universal headache for B2B salespeople. In this session, I respond to four specific questions on that theme. Gain some insights and ideas you may never have had before.

You may also want to listen to:

It is the Risk, not the Price!

Five ways to prevent the price objection!

One of my clients recently mentioned to me that, when hiring prospective sales people, he looks for a "passion for sales" in their personality. The idea struck me. I had never really thought in those terms before. What is a 'passion for sales?' What does it look like? Is it really an indicator of a successful sales person? And, how do you identify it?

I am convinced that the process of continuously improving – not only professionally in the core competencies of a professional sales person, but also personally as well – is the ultimate success skill for our time.

I'm afraid for the future of our country. I'm afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society -- is rapidly disappearing. In its place, we are witnessing a whole host of alternatives. It is like thousands of years of human development has been shrugged to the side, and a new ethic of rushing to conclusions with little objective basis has replaced it. We are regressing to the Middle Ages.