In an attempt at emasculation, people say things like:

• “Man up!”
• “Quit being such a girl.”
• “Why don’t you go put your big girl/boy panties on?”
• “Suck it up, buttercup.”

While some stereotypes have roots in reality, these are by no means a permanent condition, even when based on a kernel of truth. Women have proven they are highly capable at handling “traditionally male” roles that require assertiveness, tenacity, and fearlessly bucking…

“You know what we need? A 12-step group for non-stop talkers. We’re going to call it ‘On and On Anon.” – comedian Paula Poundstone

Like a hypnotist having his way with a member of the audience, I watched Carlos, a thirty-something salesman from Kansas, woo a buyer into saying “yes” in a matter of minutes. But he didn’t stop there. Carlos kept talking, and in the next five minutes talked the buyer right out of buying. He went from something being just a possibility to…

Heavy-handed techniques, complex closes and feature-benefit laden pitches have dominated sales for years. These methods are exhausting to do and even more taxing on the receiving end for buyers. It’s little wonder that virtually no one likes to be on the receiving end of a sales pitch.

I wrote Sales Yoga to help solve this problem once and for all. Sales Yoga is a “collaborative approach to meeting the shared needs of a buyer and seller.”

When done right, the…

Nothing is more frustrating than when buyers start losing interest, stop paying attention, or appear to be ignoring you completely. Many people wonder, why does this happen?

Like the artwork on the walls of your home or office, most people eventually stop noticing the details that surround them. That is why saavy manufacturers, such as Coca-Cola and Pepsi, periodically repackage their products to ensure they keep our interest.

Your prospects and clients will stop paying…

Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Great ideas that become some of the greatest mistakes or failures are often a result of…

Consultative selling, as a conceptual practice, has been around for more than a decade. However, is this what buyers really want? Do they merely want someone to consult with them, behave like a consultant, or even take a consultative approach with them? Last time I checked, consultants are still often accused of telling people what to do; most buyers aren’t interested in being told what to do.

This is why consultative selling is on the way out and Collaborative…