Sales

Closing the 2-Minute Sale

By John Lusher | March 14, 2024 |

I want you to meet Alex. Alex is a van driver who picked me and a few of my colleagues up from the hotel in Albuquerque this weekend to take us to the airport. It was a seven-minute ride. During the ride, Alex asked us if we had traveled to many different cities and ordered…

How to become part of the inner woven fabric of your client’s organization

By John Lusher | March 7, 2024 |

If you truly want to keep your competitors out of your accounts, you must become part of the inner woven fabric of your client’s organization. Consider that loose piece of thread sticking out of the bottom of your sweater, and you start pulling it. All of a sudden, you inadvertently pull apart the entire sweater.…

The 4 Questions You Can’t Afford to Leave Unanswered to Close the Deal

By John Lusher | February 22, 2024 |

A few years ago, I was meeting with Steve Forbes in the Forbes building in his private library. The meeting was to discuss the presentation he was about to give to the National Speakers Association that I was president of. Rather, it was to get him to agree to give that presentation. What struck me in…

The Crucial Factor Missing from Your 2024 Sales Plan

By John Lusher | November 30, 2023 |

As you create your sales plan for 2024, what’s the one issue you must pay special attention to? That one issue is your ideal customer profile, because that’s going to determine whether or not you gain velocity in your sales efforts. Picture business 2012: I was just voted as the Vice President of the National…

The Answer to Success is in the Questions You Ask

By John Lusher | October 19, 2023 |

In the early ‘90s, I trademarked the phrase “The Question Man™.” I believed then, as I believe now, that the answers to your success lie in the questions that you ask. At that time, I had a great client, Hertz Equipment Rental, that rented backhoes. It was a division of Hertz Rental Car Corporation. The VP of Sales was…

Surviving Slow Customer Flow: Is It Marketing or Sales That Holds the Key to Success?

By John Lusher | September 21, 2023 |

When times are tough, and the flow of customers into your business is slowing down to a drip, what’s more important: marketing or sales? I had that conversation yesterday with the CEO I was coaching. He sells very high-end custom furniture. Because of the economy, he was complaining that the flow of traffic into his…

Is There an Easy Path to Success?

By John Lusher | August 24, 2023 |

Does anything in life come easy for us? Yes and No. When we engage in activities aligned with our strengths and skills, they often come easily to us. On the other hand, tasks that we dislike or lack proficiency in can be challenging. However, that is not what I’m talking about here. Recently, I had…

The Velocity Mindset: Change Your Mindset, Rewrite Your Story

By John Lusher | August 21, 2023 |

What would the world be like if everyone acted like a leader, not a victim of circumstances? Finally, a practical guide that conquers the minds and hearts of leaders around the world! Grab your copy of The Velocity Mindset® book on Amazon:  https://bit.ly/TheVelocityMindset #VelocityMindset #mindset #leadership #sales

Leadership as a Key to Sales Success

By John Lusher | June 16, 2023 |

Leadership isn’t limited to a select few; it resides within each one of us. We all possess the ability to lead in our own lives, families, and pursue our purpose. For sales people, leadership is about leading their potential clients or customers through a decision-making process to help them make the right decision. If you…

How Not Knowing Your Audience Can Cost You Your Job

By John Lusher | May 18, 2023 |

Anheuser-Busch’s misstep on April 1st has turned into a full-blown crisis. Their new Instagram ad managed to offend their core conservative audience, highlighting the consequences when companies aim to expand into new markets without considering their existing customer base. So what lesson can we learn from this mistake? Watch this week’s video training to find…

Archives

Closing the 2-Minute Sale

By John Lusher / March 14, 2024 /

I want you to meet Alex. Alex is a van driver who picked me and a few of my colleagues up from the hotel in Albuquerque this weekend to take us to the airport. It was a seven-minute ride. During the ride, Alex asked us if we had traveled to many different cities and ordered…

Read More

How to become part of the inner woven fabric of your client’s organization

By John Lusher / March 7, 2024 /

If you truly want to keep your competitors out of your accounts, you must become part of the inner woven fabric of your client’s organization. Consider that loose piece of thread sticking out of the bottom of your sweater, and you start pulling it. All of a sudden, you inadvertently pull apart the entire sweater.…

Read More

The 4 Questions You Can’t Afford to Leave Unanswered to Close the Deal

By John Lusher / February 22, 2024 /

A few years ago, I was meeting with Steve Forbes in the Forbes building in his private library. The meeting was to discuss the presentation he was about to give to the National Speakers Association that I was president of. Rather, it was to get him to agree to give that presentation. What struck me in…

Read More

The Crucial Factor Missing from Your 2024 Sales Plan

By John Lusher / November 30, 2023 /

As you create your sales plan for 2024, what’s the one issue you must pay special attention to? That one issue is your ideal customer profile, because that’s going to determine whether or not you gain velocity in your sales efforts. Picture business 2012: I was just voted as the Vice President of the National…

Read More

The Answer to Success is in the Questions You Ask

By John Lusher / October 19, 2023 /

In the early ‘90s, I trademarked the phrase “The Question Man™.” I believed then, as I believe now, that the answers to your success lie in the questions that you ask. At that time, I had a great client, Hertz Equipment Rental, that rented backhoes. It was a division of Hertz Rental Car Corporation. The VP of Sales was…

Read More

Surviving Slow Customer Flow: Is It Marketing or Sales That Holds the Key to Success?

By John Lusher / September 21, 2023 /

When times are tough, and the flow of customers into your business is slowing down to a drip, what’s more important: marketing or sales? I had that conversation yesterday with the CEO I was coaching. He sells very high-end custom furniture. Because of the economy, he was complaining that the flow of traffic into his…

Read More

Is There an Easy Path to Success?

By John Lusher / August 24, 2023 /

Does anything in life come easy for us? Yes and No. When we engage in activities aligned with our strengths and skills, they often come easily to us. On the other hand, tasks that we dislike or lack proficiency in can be challenging. However, that is not what I’m talking about here. Recently, I had…

Read More

The Velocity Mindset: Change Your Mindset, Rewrite Your Story

By John Lusher / August 21, 2023 /

What would the world be like if everyone acted like a leader, not a victim of circumstances? Finally, a practical guide that conquers the minds and hearts of leaders around the world! Grab your copy of The Velocity Mindset® book on Amazon:  https://bit.ly/TheVelocityMindset #VelocityMindset #mindset #leadership #sales

Read More

Leadership as a Key to Sales Success

By John Lusher / June 16, 2023 /

Leadership isn’t limited to a select few; it resides within each one of us. We all possess the ability to lead in our own lives, families, and pursue our purpose. For sales people, leadership is about leading their potential clients or customers through a decision-making process to help them make the right decision. If you…

Read More

How Not Knowing Your Audience Can Cost You Your Job

By John Lusher / May 18, 2023 /

Anheuser-Busch’s misstep on April 1st has turned into a full-blown crisis. Their new Instagram ad managed to offend their core conservative audience, highlighting the consequences when companies aim to expand into new markets without considering their existing customer base. So what lesson can we learn from this mistake? Watch this week’s video training to find…

Read More