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An in-house engineer is paid around $100,000 a year – give or take. That’s about $50 per hour. Their employer charges them out at $150 per hour. That’s how they… Read more

There is nothing worse than the party guest who spends the whole time talking about themselves. You know the one – they are just itching to tell you about what… Read more

Terminal uniqueness is a curse we suffer. We think we are unique – just like everybody else. We have the best service, a great product at the right price. Do… Read more

There are only 5 currencies you can sell a business (or a person operating on behalf of a business). They are: Money (savings) Time (productivity) Happiness Health Legacy There is… Read more

In my psychology degree I was taught that there are three types of information about a situation. They are: Context – Big picture stuff Content – the nuts and bolts… Read more

In all the on-the-road sales mentoring I have done for clients, it is amazing to see that very few sales reps set an agenda for a sales call. An agenda… Read more

There is an old sales maxim that we do business with people we like. It makes sense and is at the heart of the relationship sales movement. With so much… Read more

Businesses exist to solve problems – no other reason. If you sell legal services the problem you fix is ignorance of the law. If you sell lifting equipment the problem… Read more

There are three reasons why a sales person makes a sales call. Intro – ‘Hi I’m the new guy looking after you.’ Info – ‘Hi, this is the information you… Read more

In Swimming in the early 2000’s, swimmers were allowed to wear the Super Suit. These Super Suits gave swimmers the edge over their rivals. They were beating records by over… Read more