Will Artificial Intelligence Soon Replace Salespeople?
In recent years, particularly in the past few weeks, there have been some impactful statements released involving humans being replaced by robots. Elon Musk, the…
Salesperson’s Corner
Can Sales Be Taught?
The Strengths and Weakness of a Great Salesman I was recently involved in a very complicated real estate deal that involved four top real estate…
The Importance of Trust and How to Earn It
The moment that a stranger sees you, his or her brain makes millions of assumptions about who you are at the speed of light. Are…
4 New Year Resolutions for Salespeople in 2017
What Worked, What Didn’t, and What Will Change? Driven salespeople annually review past results and plan ahead for the future. They keep track of past…
5 Predictions for The Future of Commercial Real Estate Brokerage
As the year starts to wrap up, we start to look to the new year and beyond, imagining what lies ahead down the road. During…
Is The Role of a Salesperson Dead?
The Evolving Landscape in Sales As we enter a new age of automation, where technology and society are evolving faster than most organizations can, Darwin’s…
The Right Kind of Sales Career for You
If you decide to enter a career in sales, it’s important to know how you sell. Review your skill sets and determine how easily you…
Why Independent Salespeople Need Structure to Win
Whether you believe it or not, back in the day I was a very talented tennis player. Some would say that I even had a…
Why Your “Opening” is More Important Than Your “Close”
Sales trainers always preach about the “close” in the sales process. Obviously, without the close a salesperson does not get paid. And 80 percent of…
Defining The Role of a Champion
Hopefully, by the time you read this article, the Golden State Warriors would have won their second straight NBA championship. For those of us who…