Article 1
The Common Sense Selling™ Mindset
Great selling starts with how you think. Why mindset drives behavior, and the habits that separate the best sellers from the rest.
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Practical thinking from Common Sense Selling. Every idea here passes the Monday Morning Test™: you can use it tomorrow.
Article 2
The Sales Conversation Framework™
A simple structure for customer conversations that earn commitment instead of hoping for it.
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Article 3
Value Creation
Customers buy outcomes, not products. How to show the gap between where a customer is and where they want to be.
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Article 4
The Sales Performance System
Never confuse activity with progress. How leadership, coaching, process and measurement work together.
Read the article (PDF)Common sense, said simply
Diagnose before you prescribe.
Hope is not a sales strategy.
Never confuse activity with progress.
Evidence beats opinion.
Selling is a team sport.
Knowledge doesn't improve sales. Behavior does.
Managers coach. They don't inspect.
Customers buy outcomes, not products.