Get in the Door Podcast with Steve Kloyda and Professsor Plum – Episode #301


This week the “Professor” and I tackle Chapter 1 from, Letters From A Self-Made Merchant To His Son by George Horace Lorimer. The book is a classic. [Read more…]

Get in the Door Podcast with Steve Kloyda and Professsor Plum – Episode #300


We are BACK. We took a month off to get rejuvenated. We are ready for a new show. This week the Professor and I have very casual conversation about sales. We shared many tactics and strategies and sales secrets. By the way, this is episode #300. What a major milestone. [Read more…]

Commitment > Consequences

Success is only possible when you have a greater commitment to achieve the goal than the consequences you will experience if you fail.  Do you know the consequences if you fail?  Are you willing to accept them?  If you cannot live with them, your commitment is the means of overcoming them.

Commitment is transferable in all roles of your life.  Commitment to play the role of a husband or wife, mother or father, salesperson or sales manager.  And there are consequences of failure in every role. [Read more…]

It’s the bottom of the 7th and you’re trailing

Your team has just taken the field after another inning with no hits. You have 2 more chances at bat to change the score from being behind 5 to 3. Your focus is currently on being defensive with throwing more strikes than hits and making more outs than errors. But, you also have to get some hits in when you’re up to bat. What can you do to get more hits? That is the question.

OutfielderThis is the same question salespeople need to ask themselves when they are in the last two months of the year and they are 25% away of reaching their annual quota. You cannot have another year when you don’t make quota. At this point, with the current sales pipeline, you will fall short by $67,000 in revenue. What can you do to change the outcome of the year and make your quota? [Read more…]

SalesMax Assessment

As you start the a New Week, New Month or even the New Year, ask yourself: “What are you going to do different tomorrow, you did not do today, that will give you the results you want, that you currently don’t have?”

The main areas to focus on include your:

  • Sales Personality: Relatively stable characteristics which impact sales behaviors. These core characteristics do not change easily over time, even with training.
  • Sales Knowledge: The understanding of effective strategies at key stages of the sales cycle.
  • Sales Motivation: Motivations which drive the person.

If you are interested in learning more about your current strengths and areas to develop to achieve your sales goals, complete the form below and on the next page, you will see the instructions on how you can take the SalesMax assessment – at no charge. [Read more…]

Disappointment and Forgiveness

Last week someone I have a great deal of respect for let me down. Their actions disappointed me. If the feeling had a flavor, it tasted like the color gray. This was hurtful. But the real disappointment came with my belief in this person.

The unfortunate fact is people will disappoint us throughout our life. Our strength will come when we forgive them. And I will grow to forgive them, too. [Read more…]

Avoid the Need to be Right

Buying is emotional; selling should not be. This does not mean that you don’t present with conviction, and occasional enthusiasm when appropriate.  Once you become emotionally involved in your sale, it becomes difficult to see the situation clearly.  Emotion fogs clarity.  A common occurrence is to get excited and start counting dollars when a prospect says they like something about your offering. Instead of jumping to an early assumption that this is a likely sale, clarify what they like.  Ask gain questions instead.  For example, “That is good to hear, how do you see this helping you?” or “How much do you think this would benefit your situation?” [Read more…]

Monroe’s Motivated Sequence

In the mid-1930s, Alan H. Monroe developed a pattern for persuasive messages that has become something of a standard because of its effectiveness. It is both logically and psychologically sound. It is known as the motivated sequence. It is explicitly designed to move an audience to action. [Read more…]

Who Knows More About the Problem

Last week’s post, Whose Eggs are They? (, generated a common perspective of the interaction between a prospect and salesperson.  Below is the comment with my reply.  If you’d like to comment, I welcome your perspective.

“I would recommend just a bit of twist on this analogy to really make it stick.  I think the comment of “we have to help our customers find their eggs” is just a slight bit off.  I think the customer knows where their eggs are most of the time, we as professional sales people have to help them feel comfortable in revealing their eggs (problems) to us!  It is human nature to hide or mask any weakness or mistakes. We know where they are most of the time. We don’t need help finding them, we need help in admitting to the problem and in guiding our customers to a better way.  I also would not start with the consequences for not buying from me.  I would start with connecting with the customer so they know and understand that I am competent and that I have character.  Once this is established, they will trust me and as we all know, you have nothing without trust.  My two cents!”  – Rob

Thanks Rob for your comment and sharing your perspective.  With your two cents, I see two areas I’d like to touch on.  And thank you again for submitting your comment.  I’m grateful and welcome your response. [Read more…]

Commitment; Who Determines your Success?

(Below is a commencement speech delivered to the Winter 2014 graduation class at Globe University on Friday, March 21st, 2014.)

Congratulations on taking charge of your life and making the commitment to the first step in the process of change.  Change for the better.

The process of change starts with awareness – we ask ourselves, “There has to be a better way.”  When the student is ready, the teacher appears.  The next step is knowledge.  We get involved with a University and chose a program and attend class to achieve the desired major.  We acquire new knowledge and information.  Next, we apply the newly learned knowledge when we have the opportunity.  This new information gives us confidence  so we feel comfortable trying new things and stepping outside our comfort zone.  As we learn and apply, we establish a new normal which subconsciously creates a YOU! [Read more…]