Selling with heart is about being a real person. While selling so for going to the bank, you need to start with your heart and never let it become secondary to the deal.
Two very unique and amazing song stylists take the same sheet music and turn out very different performances. You need to learn how to do the same thing when learning to sell. Learn how the fundamentals work – and I mean really learn them – then play it with your special style. That is how greatness happens.
Manny and I had not talked for years. He was my sales manager over thirty years ago when I was still a pretty green rookie in Dallas repping for an accounting company. We had just taken a Facebook chat offline and were sharing memories of old friends and colleagues, living and dead, and telling the … Read moreBe someone’s biggest mistake!
As we become “wise and experienced adults” we tend to think that the best lessons are from our professional life. The longer I live, the more I recognize some of the best stuff happened before I was twenty. Here’s an example from a simple story shared with me by a friend back in my boyhood town … Read moreDriving With Donuts