I know seeing the word Phenomenology in the title of this article is a little scary and boring at the same time. Seeing the word Phenomenology with Selling could also induce some uncomfortable sensations. But if phenomenology had been taught in sales training, I would not have failed seven times at retail cold call sales....Read More

Reflecting on my journey as a cold calling salesman, I’ve come to realize that each interaction was more than a mere sales pitch. It was a window into the essence of another human being.  My approach was grounded in a deep curiosity about the lives of my clients. I would listen intently, not just to...Read More

“Sales isn’t for everybody. Sorry, we don’t think you are cut out for sales.” Have you ever been on the receiving end of such a statement? Most sales managers will emphatically state that a salesperson who is not meeting his or her sales quota simply doesn’t have the “Right Stuff.” Unfortunately, their judgment is based...Read More

My interest in the psychology of selling was rooted from my own frustrations and failures while making a living selling products door to door. What really puzzled me was that the same training I was given for sales was taught to every potential salesperson. Yet I noticed that some salespeople thrived, while others failed, all...Read More

“Attention all salespeople! You are doomed! The end is nigh! Make the transition to a new career now before it’s too late!” So say the fear mongers as they spin fairy-tales about the demise of the lowly sales professional due to the “Information Age”. I’m here to declare: “The sales professional will never be replaced!”...Read More

In his book called “Emotional Branding : How Successful Brands Gain the Irrational Edge”, Daryl Travis takes a look at the emotional side of business and explains that a brand name is an emotional symbol. In order to tap into the methodology needed to make this emotional connection between brand and customer requires a little...Read More