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The Heart of Sales
Monday, 21 Dec, 2015
The Heart of Sales

Sales could easily become a spiritual practice, bring in far more revenue, and make sellers Servant Leaders.
For decades, I have been a proponent of, and keynoter in the field of, Spirituality in the Workplace. In my work life, I have focused on the sales profession, as I believe (as the very foundation of business), it offers the capability of making each person, each interaction, and each company, based on true service.
Unfortunately, with the focus on profit, solution placement, timelines, and commissions, the potential for true servant-leadership has been overlooked.

You think know your buyer. You don’t.
Tuesday, 3 Jun, 2014
You think know your buyer. You don’t.

Sales folks are taught to have a certain amount of curiosity. But what, exactly, are you curious about?
You have been taught to be curious about needs.

Selling With Integrity
Wednesday, 5 Mar, 2014
Selling With Integrity

What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees?

Fighting for Failure: why modern sales practices are illogical
Tuesday, 15 May, 2012
Fighting for Failure: why modern sales practices are illogical

Logic would tell us that our modern – post Dale Carnegie – sales processes are failing. Given the facts, there is no logical reason to believe that a purchase will follow from our selling behaviors. We close at such a miserably low rate that it’s quite stunning no one even consider that  maybe, just maybe, something should be done about […]

First Contact: What to Do, Why, and How to Get Better Results
Friday, 4 Nov, 2011
First Contact: What to Do, Why, and How to Get Better Results

Depending on the selling approach you’re using, you are closing between .6% – 7% , regardless of size of solution or industry.
These numbers are far lower than they need to be: so long as your primary focus is on making a sale and you focus on needs assessment and solution choice (factors which are the buyer’s final considerations), and ignore the […]

What is a seller’s priority?
Friday, 16 Sep, 2011
What is a seller’s priority?

As a seller, what’s your job?  Are you working to close a sale? Feed your family? Continue living in the style you’re accustomed to? Be the best? Make a name for yourself? Keep your job? Meet your quota? Your ego?
What would need to be true if your priority were to truly serve a customer? Would […]