It’s been real popular over the years for sellers to define themselves as “customer-centric.”  A search for the term on Amazon yields more than 3,000 book results!  There’s everything from customer-centric selling to marketing to service culture…and I think it’s wrong. What’s wrong with all the focus on customer-centricity?  Being focused on customers is a […]

Just the other day, I threw on some of my warmest gear and went running in the cold.  And I mean COLD – the air temperature was -4 degrees Fahrenheit (-20 Celsius for my international friends). While I was stumbling through a five-mile (8K) festival of frigid, I had some time to think. Many of […]

Remember that one prospect?  The one who seemed so promising at first? You hit it off immediately.  They were looking for someone like you.  Your timing was right.  You had a great first meeting, then perhaps another, and then…. Nothing.  Nada.  Zilch. ** crickets chirping ** Now, if this was a real-life, love relationship, what […]

One of my favorite parts of this job is the chance to be a part of a great many sales meetings – from big, giant conferences to everyday district or team meetings. This past year, for example, I experienced sales meetings on four continents and seven countries, some of them outstanding. While every meeting is […]

When I started hiring and training salespeople twenty years ago, the profile was salespeople with “drive,” “closers.” “Go-getters” who are “aggressive.” Then the psychologists got involved and replaced those dinosaur words with more evolved, academic terms like extroversion, ego drive, and perseverance. I have just worked with a client whose hiring profile included these very […]

#2 in a series: From “Love and Selling”: In business, love is often thicker than water. When customers love their sellers, personal loyalty often trumps loyalty to a product or service. They justify emotional decisions with logic and data. They even put vendors through empty RFP processes where the decision has already been made . […]

The World’s Most Underrated Sales Expert | Dan Smaida | Pulse | LinkedIn Here’s an excerpt from my book “Love and Selling” and a topic I’m passionate about – how to make relationships work better in sales.  In the book, I go deeper into how to apply Chapman’s work to your own selling…and all your […]

In honor of International Women’s Day, let’s take 500 words or so to look more closely at a commonly-held belief about gender differences in selling… Over the years, I’ve been in a dozens of sales workshops when a discussion of gender breaks out, most often on the topic of listening.  The prevailing view, in my […]