Sell. Don’t simply take orders

For many businesses, the best month or two of the year ended late last week. For others, it starts next week. Your “big month or so” might be some other time. The real question is, will you sell, or will you only take orders? This year, many businesses and their teams chose to take orders. […]

Why are you leaving money on the table?

photo credit: Phil Romans If you’ve ever coached a kid’s little league baseball team, you know that you might spend a lot of time at first reminding players to take the bat off of their shoulder. When you stand up to bat, you just won’t be ready unless you’ve got the bat back and ready […]

Coffee: The new “Do you want fries with that?”

photo credit: Jsome1 Anyone who has studied business or marketing for any period of time has looked at the impact that one sentence has had on McDonald’s. It gets used in sales training every single day because almost everyone is familiar with that upsell. In some cases, it has become a punch line. The increment […]