The Salesman Who Lacked Courage – A Negotiating Story from 1907
The Salesman Who Lacked Courage – A Negotiating Story from 1907 Anxiety in negotiating is timeless. In this episode, I tell a story written in 1907 about a salesperson who lacked courage as it relates to delivering and negotiating price. It has so many lessons...
The Most Significant Sales Keynote In History
The Most Significant Sales Keynote In History Picture this. A sales conference featuring the then-sitting president of the United States as the keynote speaker. It happened in July of 1916. It wasn’t because the president had nothing going on that day, happened to be...
How Legislation Has Shaped the Sales Profession More Than Technology
How Legislation Has Shaped the Sales Profession More Than Technology This may sound crazy, but I truly believe that government legislation has had a larger impact on changing the sales profession than has technology or the proliferation of information available to...
225 Years of Evolving Sales Personas
225 Years of Evolving Sales Personas “The selling methods of any period grow out of the economic situation of the time.” – H.K. Nixon, Principles of Selling, 1931 Looking back over the past 225 years, the prominent persona in the sales profession has...