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For me selling got a lot easier when I took the mindset of being there to help and not there to make numbers on a sales manager's score board. I've found that if I stay out of the results business and just focus on doing the next right thing, the results seem to take care of themselves. For...

One chestnut I love is the attitude of "you can't trust him, he's a salesman..." As if! You know who you can't trust? People who buy stuff. They somehow think that if they label someone as a sales person, then suddenly it is ok to be less than forthcoming. With having said that, it has been...

I am a professional salesman. Proudly so. My function is to be a value add to the customer. If you know your bid is solid and has value for the customer, leaving them open to get another 3 bids from the sharks in the muddy waters doesn't help them. At the end of the day, trees make great...

Like Kevin, I have a wife who is a wizard at keeping the books. In regards to getting business, it is just like picking up women*. They smell desperation and gravitate to those without it.... *I've been married longer than I care to remember and know sweet f#ck-all about picking up women.