Billy Mays passed this week and it’s not just sad, but perhaps the end of an era. Mays said, “I was the last guy trained on the Atlantic City Boardwalk.” This post isn’t so much about the passing of Mr. Mays, who was a pro of his craft and will be missed, but more about the changing of the guard, from “pitch” selling to consultive assistance.

As I’ve trained sales teams in the US, I’ve taught the different styles and approaches that . . .

Continue reading “Did the Era of the Pitch Pass with Billy Mays?”

If you walk around your local book store, you’ll see more than one piece of literature proclaiming the hidden truths of selling. Now, I myself, I’m a big blog reader. But regardless of where you get your information from, there is no shortage of people handing sales reps the “keys to the kingdom.” Most of the information is OK, but none of it is ground breaking.

This is because buyers have fairly similar purchasing processes. In this blog, I wanted to . . .

Continue reading “The Economy of Words”