“I’ve got 1.45%, can you beat that?” Of course anyone who knows anything about this business knows 1.45% is super cheap. Probably too good to be true. It’s usually misdirection – make it look like like a great deal over here while you hide what’s really going on over there. It’s that way on many […]

  This is an actual conversation I had with a sales “professional” the other day. We were looking for a new phone system and the guy was blabbing on about features that he’s telling me that I’m going to love.

 Stopping him in mid sales presentation… I asked him, “Do you even know what I […]

Hefting one more fax machine into the closet storage area, it looks like a technology graveyard in there. But at one time every piece in there had its place, each new piece faster and more effective than the last. But then it occurred to me, in everything I’ve seen and done, it’s the better communicators […]

Stumbling through the dark, in a foreign hotel room, I was desperately looking for the bathroom in the most serious way. Green around the gills was putting it lightly. As I heaved my guts out, and continued to do so until I nearly turned myself inside out, I realized what must have happened… dinner. We […]

Have you ever had this happen? “Hi, my banker said to contact you about getting setup for credit cards.” Imagine getting a call like that and you’re selling credit card processing. Would it make selling easier? What if it were possible to get all your sales calls that way? How many could you handle in […]

Most people are taught to do sales like a battering ram. It’s like drawing out a football play where you just crash into each other you don’t get anywhere. Why do they teach it that way? Because its easy to teach and easy to understand. It’s the same way in business. The problem is that […]