Dispassion Sells

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Mahatma Gandhi said, “A burning passion coupled with absolute detachment is the key to all success.”  R. L. Emery, playing the drill sergeant in the movie Full Metal Jacket said, “A rifle doesn’t kill people.  A marine with a hard heart kills people.” How can one person be passionate and dispassionate at the same time?  The answer is that the …

Your Value Proposition

Sales Evolution Blog

Consider this question: Would you rather buy a product or service that costs $10,000 or $35,000? Everything being equal, that’s not a hard choice, is it? But what if the $35,000 package includes free training, maintenance, and upgrades? And what if it works so much more efficiently, you can reduce your staff by one full-time equivalent position or eliminate other …

Make Decisions.  Get Decisions.

Sales Evolution Blog

Samantha is making a lot of sales calls, seeing many people and making a lot of proposals.  She feels safe having so many proposals on the street.  Unfortunately, however, her buyers always take their sweet time in making a decision, and many of these deals don’t happen; like old soldiers, they just fade, fade away.  Samantha thought her colleagues were …

Sales Mantras

Sales Evolution Blog

by David Scott My friend David Scott is one of the absolute best salespeople I know, and few work as hard as improving his sales skills as Dave does.  He carries the biggest book of business of anyone I know, and works at the highest executive levels of companies whose names you would recognize, but I can’t say here. Here …

5 Lessons from a Superstar Sales Rep

Sales Evolution Blog

By Marc Wayshak Plus one bonus Lesson from “The Mad Wizard of Sales”, Scott Messer You know those new salespeople who roll onto the scene, make big waves, and have the old-timers scratching their heads asking, “Where did they come from?” Stephen Higgins is one of those salespeople. Although Higgins only began working on the consulting side of sales when he …