Reverse Engineering a Successful Sale

The customer is always right when they describe how they see your value. That was true recently when a client VP said, “With The Five Abilities® you’ve basically reverse engineered a successful sale.”...

strides-against-breast cancer

Making Strides Against Breast Cancer

Almost everyone knows someone who’s been afflicted and/or affected by breast cancer. My first experience was in my twenties when my mother learned at an annual doctor’s visit that she had a lump. My brother, my wife, and I were there days later when she...

Visibility 101: Be Seen Be Successful

An important ability within The Five Abilities® is VISABILITY—the critical ABILITY in prospecting. Being seen in the right way, by the right people, at the right time. Often overlooked is the reality that this troika rarely happens all at once....


How To Use Passion to Drive Your Success

My consulting helps clients enhance customer acquisition and retention. A key trait in the best performing clients is that their people have passion that drives their success. They tell me, “I love what I do!” That passion that gets them up every morning is visible...


3 Steps to Practical, Actionable, Problem Solving

Bringing people together to solve problems is what the best salespeople do well. Selling is about solving problems in ways that convince people to engage effort and resources they might not have done without your influence—including buying your product or service. Here are the three steps to practical,...


This is the Habit Your Customers Hate

Too many salespeople have a habit that I call over-pitching and under-relating. I’ve seen such behavior first hand and I can tell you the outcome: the customer runs as fast as he or she can to get away from such people....

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Winning Lifelong Customers with The Five Abilities