Performance Selling Articles
A Different Perspective on SellingIn 1899, the head of the US Patent Office, Charles Duell, said, “Everything that can ever be invented has already been invented..." And, in response, the government actually closed the patent office for a period of time because they believed him.
Choose A "Cabinet" That Will Work For YouEver wish there was someone in your corner, someone looking out for you, singing your praises or making connections and opening doors for you?
Case Study - How to Build a Winning Sales Force in the 21st CenturyBuilding a winning sales force takes more than a strong captain and great players. It also takes a strategy...
Chuck Chesler's "Candy Making" Secrets (We can all learn a little from Willy Wonka)Chuck Chesler knows what’s important when leading a team of people, starting your own business, trying to stay ahead of your competition, or just being a great individual.
Client Meals: "Getting What You Want On The Table" - Part OneBusiness eating is not just a business - it's an art. There is no better place to conduct the art of business than at a business breakfast, a power lunch, or a client dinner.
Coach Nick's 4th Quarter Sales TipsI love the movie Jerry Maguire . Not the love story, but the Sports Story of an agent who has to break out of his “comfort zone” to propel his client into the job, money and fame he deserved.
Craft Your Elevator PitchThis year's annual conference is in the city that never sleeps, New York City - lucky you! The all important all day session starts in 5 minutes and you enter the elevator to take you downstairs to the conference. You enter the elevator with someone you've never met...
Do Relationships Really Need Work?Absolutely! We’ve all heard it said that we need to work on our relationships with our spouses, our kids, and our friends.
Have You Created Your Personal Brand Equity?This year’s annual conference is in busy New York City – lucky you. The all important two hour orientation starts in 15 minutes and you reallyneed that grandé cup of java. Dart out the hotel lobby and you’ve got 5 places to choose from.
Hot Sales TipsI love the movie Jerry Maguire . Not the love story, but the Sports Story of an agent who has to break out of his “comfort zone” to propel his client into the job, money and fame he deserved.
Jolly ol' Coach Nick's Holiday Tips!Some of us love it and some of us dread it, but there’s no getting around it – the holiday season is coming! Take out your calendars folks, because here comes the fun
Keep a "Sales-Person's Score Card" to Keep Winning!Winning is a habit, it’s true. You can learn it, anything can become a habit if you do it enough times (even losing). So, how do you make winning a habit?
Maximizing Brand "You": Part 1A cutting-edge product, flawless portfolio or terrific credentials can only take you so far. Building brand equity is about identifying what makes you a valuable asset or a “go-to” person
Maximizing Brand "You": Part 2Once you’ve done the work to establish a personal brand worth selling, it’s time to take brand “You” to the next level…
Personal / Professional BalancePerpetual devotion to what a person calls their business is only to be sustained by their perpetual neglect of many other things
Taming Your Inbox TigerWhile there are many articles covering junk email (Spam) these days, I want to focus on efficiently managing the “good email” we get, as well as set down some email etiquette rules to make your legitimate email more effective.
The Psychology of Selling using DISCAccording to sales guru Jeffrey Gittomer, at the end of the day, "people buy from those they like, and those that are like them." Hey Coach Nick, how do I become more like my prospects and contacts?
The Sales Playbook: Your Ticket to Sales SuccessEver wish your 1:1 sales meetings and coaching sessions would go smoother and be more productive? While there’s no magic bullet, the Sales Playbook canbe your roadmap to results.
The Sales Playbook: Your Ticket to Sales Success - Part 2Ever wish your 1:1 sales meetings and coaching sessions would go smoother and be more productive? While there’s no magic bullet, the Sales Playbook can be your roadmap to results.
Time Management (TM) - Designing Your Ideal Day - Part 3Just like sports teams rely on a Playbook to map out plays and plan their strategy, you can continue to use the Sales Playbook in Part Two of a 4-Part series to zero in on key skills necessary for sales success.
We Sell Or ElseWhen advertising giant David Ogilvy made, “We sell, or else” the catchphrase for his agency, it wasn’t a threat or a warning.
Motivating Your ContactsOK, so you’ve gone to all the right industry events, met key decision makers and developed a rolodex full of good contacts. Trouble is, they just aren’t ready to make decision or to help you right now. So what do you do?