You can’t blame today’s buyers for being a bit skeptical. A history of vendors making similar claims, over-promising and under-delivering could make a skeptic out of anyone! The courtroom is a great place to understand how to win over one of the most skeptical audiences in the world: jurors. Trial lawyers have been applying proven ... Read Post

Here is the next in my series on salesperson fitness. Sales ethics is the subject of many books, and the subject of chapters of yet other sales books. It’s something that many experts think every salesperson needs to worry themselves about. And so they should! But I don’t think they should worry themselves about it ... Read Post

When communicating with business owners – in blogs, posts, and discussions – I make every attempt to remove the esoteric jargon. Most of it is rather nonsensical vocabulary that was created by marketing departments for conversion into catchy collateral materials. Harsh? Maybe. Accurate? Most definitely. Recently when putting the finishing touches on a speech, which ... Read Post

A limitation of LinkedIn introductions is that you must wait for that introduction. You are at the mercy of the person through whom you are being introduced, as well as the person to whom you are being introduced. You have no control over how fast your contact will make the introduction, nor how rapidly you ... Read Post

We have all seen and heard it. People making New Year’s resolutions, gyms being packed in January–and once February rolls around, all good ideas are out the window. In my humble opinion, it’s a recipe for failure, because it’s not about the end result but a starting date. If we were to set intentions, rather ... Read Post

If you want a better understanding of what truly motivates people who are looking to buy, here’s a great story–backed up by one of my favorite poems. I was recently working with a group of sales professionals when an interesting moment of truth was brought to light by a discussion that broke out. I was ... Read Post

On what she loves about SalesPOP and sales itself, why sales managers must collaborate with salespeople on quotas, selling in today’s (very different) economy, her own favorite buying experience, and her top-selling lesson for 2018. Meridith loves her status as a SalesPOP! top contributor for a multitude of reasons, including how SalesPOP! is put together. ... Read Post

Search on the phrase, “how to get your customer to . . .” and you can learn how to get them . . . to trust you, . . . to buy, and . . . to pay 10% more, Want to get them to love you, too? Click here to learn how! Ignore these ... Read Post