Teaching An Old Dog New Tricks!

“You can’t teach an old dog new tricks.”-Author Unknown Ever heard that? Well, that’s another myth I’d love to dispel. You’re never too old to stop learning, growing and improving. In fact, when you stop doing so it’s usually a sign you’re not living—but dying. “Old dogs usually are the ones that get run over or put down.”-Butch Bellah If you are going to continue to run with the “young dogs” and perform at your peak level, you have to … Continue reading →

A Valuable Lesson I Learned From My 15-Year Old Daughter!

I started training sales people years ago, speaking and writing in hopes of others being able to learn something from me. Not that I am any smarter or better than anyone else, but simply because I happened to enjoy the process of training and teaching—and I didn’t mind getting up in front of others and talking about sales. Through the years I’ve told salespeople to “keep your eyes and ears open” because you can learn something from EVERYONE. Well, I … Continue reading →

Mailbag: Know Your Numbers!

From Melissa J: Butch I really enjoy reading your weblog. Your articles and comments always make me think. I would like to know other than my closing ratio, what other aspects of my sales should I keep up with? Thx! Melissa: Thanks for the kind words. I’m glad you enjoy the blog—I really enjoy writing it and getting emails like yours keep me inspired. Ok, to your question: I don’t know what you sell, so I’m not sure if you … Continue reading →

All Buyers Are NOT Liars!

A tired, old saying in this profession is “buyers are liars” and luckily I had forgotten about it until it popped up recently in one of many sales, marketing and management-related newsletters I read. I wish I would have skipped that edition because I hate that phrase: Buyers are liars. Sadly, some new salespeople are being taught that as you read this—and their mind is being poisoned, their attitude is being ruined and their career is probably being hindered—all because … Continue reading →

Shake Up The Status Quo!

Sometimes it’s good to rock the boat—to make waves—to not accept everyone else’s definition of success or achievement. Recently I spoke to a salesperson who told me, “In our business if you can sell 12-15 units a month you are a rock star!” I guess you know what my next question was: “So, how many are you selling?” “Eight to ten. I’ll hit 12 in a good month.” I thought about this for a long time and had to wonder, … Continue reading →

It’s Gotta Be The Shoes!

There used to be a sneaker commercial with Michael Jordan where his phenomenal success was attributed to his shoes. Not his skill, God-given talent, relentless hours of practice but his shoes. In sales, there can be a little truth to that. How you look to a potential customer says a lot about you. Are you professional? Do you represent your company in the proper manner? Are you well groomed? Is your personal hygiene what it should be? These are all … Continue reading →

Who Said It Has To Be A Roller Coaster Ride?

We’re starting a new month and the possibilities for you are endless. Literally. You can accomplish anything you set your mind to and make that internal commitment to achieve this month. The month of May can be a record month for you. Will it? Obviously, that’s up to you. Remember the kid’s saying, “April showers bring May flowers”? It conditioned us to expect a bad month to lead to a good month and a good month to lead to a … Continue reading →

Breaking The “Salesman” Mold

One of my life’s missions is to break the mold of the “stereotypical” salesman. To this day in some contexts “salesman” is almost a dirty word and that really bothers me. I mean it REALLY bothers me. I’m proud to tell people I am a salesman! I love it. I LIVE it! But, I do it professionally. The problem is the image of a “huckster” that still permeates some people’s vision of salespeople. But, that can be changed; one person, … Continue reading →

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