Check out this video of a recent online class I did for SaleseSchool

Lesson 3 – Move on
Don’t mourn the loss of a deal. Let go and move on.

Then look to find a hidden opportunity. Here a scenario that may be unpleasantly familiar, a big deal slips away and the sales person goes into mourning the loss. It’s on their mind all the time. They think about what a great opportunity that could have been, and even how they would have spent that money. Meanwhile, they lose focus and operate with a clouded mind, as a result lose more deals. Then having lost all confidence, they go into a downward spiral and start … Continue Reading

Lesson 2 – The Law of Requisite Variety
As it pertains to Sales: The one with the most behavior flexibility has the most influence. I had a chance to control my equation by changing my behavior, but I chose to be at its mercy by staying on the train.

This used to happen to me in sales as well and I see others also make this mistake on a regular basis. You are giving a sales presentation or a pitch and it’s clearly not going well. You realize this and continue doing what you are doing anyway, because it feels uncomfortable to … Continue Reading

Sales lessons learned through screwing up…
I did it, so you don’t have to.
I open my eyes, it is 4:58am and my alarm should have rang over an hour ago. Today is my second day at my new job and I am scheduled to accompany my CEO on his trip to Boston. Our train is leaving at 6:20am. I have been excited about this trip since I first found out about it last week and it’s a BIG deal to me – a great opportunity to both learn a lot … Continue Reading