Chronic preoccupation is epidemic. It means thinking about what you aren't doing rather than paying attention to what you are doing. Cell phones and wireless email now interrupt meetings and derail trains of thought. It's ...Read More

Chris Lytle's Sales Tip: Sales experience is measured by the number of prospects and customers you've met with. "Each success only buys an admission ticket to a more difficult problem," said Dr. Henry Kissinger. He may not...Read More

Chris Lytle Business Tip: Procrastination keeps you from failing, but only temporarily. Want a reason NOT to dial the phone or write that big proposal? Prospects can't say NO to a call you don't make or a proposal you don'...Read More

Chris Lytle's Sales Tip: "When I'm selling at my best, I'm more playful," said a seminar participant recently. "Work is more fun than fun," suggests Noel Coward. Selling at your best is fun. You smile more. You are more at...Read More

Many salespeople are drilled in the art of "handling" objections. You can memorize counter arguments to the objections that prospects raise most often. Perhaps you have noticed that whenever you deftly parry an objection, ...Read More

Success can be deceptive. When things are going well, it is comforting to believe that they will always go well. Jim Dickie of CSO Insights nails this kind of thinking with this statement: "Level two companies are driven ...Read More