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How Resilient Are You?

What’s the single most important skill that a sales professional can have? This is a question I often ask workshop participants. And I often receive the usual responses: Product knowledge! Adaptation! Listening! When that happens, I nod as I move the conversation from person to person. When I finish, I pause a beat and say,

Six Ways to Rev Up Your Revenue

Looking to boost your bottom line? Here are six creative ways to rev up your revenue … NOW! 1. Shift your service department into overdrive. Review and cross reference all bikes sold and any recalls, updates or service needs. Offer free pick-up and delivery to perform the recalls. Then, while the bikes are in the shop, identify

You Can’t Survive Without Stress

Any time you reach for something new, better and different, stress will be involved. The key is to determine what kind of stress is headed your way. Bad Stress The first is distress, the sort most of us already know and experience — probably quite frequently. This is when your body responds physically and negatively

How to Escape the ‘Either/Or’ Dilemma

"Either/or." That's a turn of phrase passed down from generation to generation of salespeople. And it brings to mind such negative stereotypes as white shoes and plaid pants. But if you look at the phrase intelligently — and apply the psychology of persuasion — it can be transformed into a powerful tool. How does the