“People need more to be reminded than informed”

S. Johnson, 1766 or so.

All sales professionals have time to think. Artificial Intelligence can’t do that.

Covering a seven state territory I had windshield time. I had to become a student of my customers business. Each situation was different and each changed on every sales call. Asking questions became the skill required. Fitting the answers into each situation became the challenge. It still is.

My business has evolved to professional development for sales reps and their managers and to differentiate my TEDX address titled: “How the Best Get Better in Sales”, I had to move from the business of selling to the business of making people have an emotional experience. Thinking about the other person is what I did on the road and what you must do to make your numbers.                                                  

Both time and learning work best one day at a time. I know with my background in sales, and my time teaching the Effective Selling class at Bentley University, I could package and teach a sales training so unique, and so different that it would allow individuals as well as teams to accentuate, and enhance the ZY Sales Method, through workshops, self reflection, role play, and team building. Every sales person has the unique power to transform how they build and sustain relationships with their customers and the people they serve. In order to realize their full potential, sales professionals must be willing to not step out of their comfort zone but to step “into” their discomfort zone, they need to understand the sales formula SW3 =N, and they should master how connect authentically, while cultivating and building real business relationships.

My mission in life is to teach individuals and teams how to master the art of selling.