Tom’s Tips – How Ready Are You To Make A Sale?

Even if you are an experienced executive, it’s likely very difficult for you to advise other people where they need to improve. Many bosses delay criticism until an employee’s scheduled employee review. That’s seldom effective. Neither is stockpiling problems, waiting for the “right moment” to bring them up. By doing so, chances are the employee…

When I speak to salespeople, I often ask them how ready they are to make a sale right now. I almost always get an answer to the effect of, “I was born ready!” Then I will ask them for a clean business card (not a wrinkled one that has been in their wallet for too…

From an early age, many of us can remember a parent, teacher or coach reminding us that, “if you don’t practice, you’ll never be very good!” Sound familiar? My question is, at exactly what age did we begin to believe that this is no longer true? Much of my professional effort is focused on presenting…

My wife and I recently spent a week taking a 1300 mile odyssey touring on vacation. Driving this amount of distance we passed a great number of flooring stores. Several days into our trip, I asked over lunch what stores she had seen that impressed her. The sad reality is that she could only remember…

I just finished a great book called The Sender by Kevin Elko and Bill Beausay. It is based on a real life scenario where a person was diagnosed with cancer and had to undergo multiple rounds of Chemo. During these 90 days of treatments, someone who identified themselves only as “The Sender”, wrote a letter…

In the third installment of this 1 minute video series, Tom describes the lessons learned with the loss of a sale. Click here to watch…