I’ve been reading an old classic The Greatest Salesman in the World by Og Mandino. It tells a story about Hafid, a poor camel boy who achieves a life of abundance. The book was first published in 1968. I have had the book for years. I tried to...
I recently met a sales rep (let’s call him Dario) who felt that his company’s rates were way too high. Every time he got an application he’d encounter some type of rate objection. He’d end up discounting the deal, or the lessee would go elsewhere. While...
BLITZ THE TERRITORY It’s a Tuesday morning in June 1987. I’m two weeks into my job selling Canon photocopiers for Dupli-Fax. One hundred and forty-four of the company's sales reps from Pennsylvania, New Jersey and Delaware have convened in a parking lot of a recently...
In 1969,Ron Swoboda played a key role in helping the New York Mets win their first World Series championship beating the Baltimore Orioles. Swoboda is an intelligent, articulate, affable guy who played nine years in the big leagues. He is known for a phenomenal catch...
Sales is a mindset. Equipment leasing brokers face far greater challenges than ever before. They are used to the sting of disappointment when a transaction is declined, but that familiar sting has turned into laceration infected with negativity. The changes in the marketplace are like...