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Sell the Drill, NOT the Hole

July 29, 2020 by Don

Sell the Drill, NOT the Hole

A common cliché in sales training is “Sell the hole, not the drill.” This maxim stems from the idea that if a person is buying a drill, it’s not because they really want a drill, but because they want a hole. And you … [Read more...]

Filed Under: Sales

Nine Ways to Boost Your Optimism

July 21, 2020 by Don

Nine Ways to Boost Your Optimism

These are turbulent, uncertain, scary times. Which makes a sense of optimism even more important than usual. How can you stay optimistic in the face of so much negativity and uncertainty? Here are nine things you can … [Read more...]

Filed Under: Sales

Call Me the %&#$ Back

July 7, 2020 by Don

Call Me the %&#$ Back

I recently helped my 82-year-old aunt move from Maryland to Texas. Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more. … [Read more...]

Filed Under: Sales

67 Quotes for Getting Through Tough Times

June 10, 2020 by Don

67 Quotes for Getting Through Tough Times

A global pandemic. Record unemployment. Business closures. Racial protests. To say these are tough times is an understatement. We’re all stressed, frustrated, anxious, and discouraged. Which means we can all use some words … [Read more...]

Filed Under: Sales

Practice DOESN’T Make Perfect

June 2, 2020 by Don

Practice DOESN’T Make Perfect

The dojo where I’ve been training in aikido for the past dozen years recently reopened for class on a very limited basis. Despite numerous safety precautions, however, a lot of students are—understandably—not yet … [Read more...]

Filed Under: Sales

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Recent Articles

  • Sell the Drill, NOT the Hole
  • Nine Ways to Boost Your Optimism
  • Call Me the %&#$ Back
  • 67 Quotes for Getting Through Tough Times
  • Practice DOESN’T Make Perfect

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