Dave Fellman is the president of David Fellman & Associates, a sales & marketing consulting firm based in Cary, NC. He is the author of “Listen to the Dinosaur” (2010), which Selling Power magazine listed as one of its “10 Best Books to Read in 2010.” Contact him at 800-325-9634, email@example.com, www.dinosaurwisdom.com.
I have long believed that the 3 most important things to look for in a salesperson are intelligence, a competitive nature, and an appreciation of the finer things in life which, I believe, is a great motivator. I want intelligence because smart people typically learn faster than not-so-smart...more >>
It may seem like a simple concept and we’ve heard it before, but I’ve come to realize over the years that one of the keys to success in sales is to stay positive and simply remember to think like a winner. Easy enough, right? Well, too many salespeople forget this confidence booster when sales...more >>
“I can see right through you,” said the buyer to the salesperson. “I know exactly what you’re trying to do!” Question: Is that a good or a bad thing? This may surprise you, but I think it’s a very good thing. I believe that the best type of selling is highly transparent—no tricks, no...more >>
I had a really weird dream the other night. I was sitting with a group of salespeople who went around the room introducing themselves. The first one said: “Hi, my name is Ted, and I’m an underachiever. It’s mostly because I don’t work smart or very hard.” The second sales rep said, “My...more >>
The guys I play basketball with call me “Old School.” I think that has more to do with my age than my playing style, but I consider it a compliment nonetheless. And the fact of the matter is that my game is a lot more fundamental than flash. An attendee at a recent seminar called me a dinosaur....more >>