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…]

Scott Plum admitted into National Speakers Association (NSA)

Wednesday, January 2nd, 2013

Scott Plum has been admitted into the National Speakers Association (NSA) (  Plum is the President and Founder of the Minnesota Sales Institute. [Read more…]

Pilot in Command

Since I was 11 years old, I have wanted to be a pilot. Unfortunately, I was told I could never achieve that goal because my eyes are so bad. Though the barrier was not true, I maintained that belief until the fall of 1996. At the age of 30, I decided I was no longer going to subscribe to that belief. It was real, but no longer true. [Read more…]

Same Business – New Ways – Better Results

Our slogan; Same Business – New Ways – Better Results, can be described as follows:

Same Business – Sometimes we think if we switch companies our troubles will go away. That could be true depending on the product, service, or management, but there is a greatly likelihood the challenges you are experiencing could be relate to you and you would be taking them with you to another organization. Over time, if you don’t take responsibility for mistakes, change and growth – that you are the only one that can control – your frustration will grow and the results you are seeking will allude you no matter who your employer.

New Ways – Education is to change from within. We deliver the answers to the questions related to your quest for a better sales career. The new ways are not limited to just techniques. We identify the beliefs that are holding you back, your unexecuted behaviors and undefined goals. Nothing will change on the outside until something changes on the inside.

Better Results – Exercising personal accountability and applying the newly acquiring beliefs and behaviors will deliver the desired results you are seeking.  You are the only one that can control change in your life.  We focus on the results and reinforce a successful selling system that can be duplicated everyday.

“Hope is the having something new to try and be willing to try it.”  –Mark Sanborn

Listen to how a famous self help writer applied his hope.  Click here to listen

Minnesota Sales Institute

Alan Weiss on selling your output (Value)

The people that have a stake in the business are paid for results.  Learn how to sell the output (value) not the input.