“I never lose. I either win or learn.” This quote from Nelson Mandela gets a lot of airplay in a variety of settings, including sales. However, it may not be as good a fit in a sales context. According to the world’s top performance coach, Justin Su’a, it’s not win or learn. It’s win or […]

“I’m anxious during my sales conversations.” I hear you… Some of this is likely lack of practice, process, and persistence. These are in your control. Here’s 7 things to consider: Learn from others – constantly Role play with peers, friends – spouse, kids Teach others – it helps refine your craft Create cheat sheets and […]

Multiple decision makers and influencers can make or break your deal. Understanding what’s happening, when you’re not in the room is hard. We may not be close to understand the impacts of any given problem we’re trying to help with. Here’s a way to think this through – that’s kind of fun. As a seller, […]

Passion is hailed as a “must have” in sales. Sales, after all, is the transfer of passion (many argue). They’ll follow this up with if you’re not passionate about your product, why should your prospect be. Here’s the problem – passion in sales is poorly defined. Passion (in modern definitions) is actually uncontrolled emotion, or […]

I took my daughter to the town fair this weekend. As we wandered the booths we came across some kitchen knives. Really cool kitchen knives. She rolled her eyes, but agreed to check them out with me. I drew one out of the block and commented that I could feel the quality and “hear” how […]