and I’ve been involved in selling in one form or other since I was fifteen years old, when I set up my first business.
In the 25+ years since then, I’ve worked with hundreds of businesses and salespeople, training them in the skills they need to take their careers and businesses to the next level, as well as having a number of my own side-businesses during that time.
Coaching and training is my passion, especially in sales, professional development, and public speaking, and I’ve won numerous awards for the businesses I’ve worked in.
But selling didn’t always come easy to me.
I remember one of my first sales jobs was when I was working on commission selling solar units , in Tucson, Arizona. I’d had rejection after rejection, and finally, at one of the in-home appointments, I hit gold, and after cake and coffee we were filling out the paperwork. I couldn’t wait to tell my boss, and I felt like the king of the world. But then the very next morning the buyers canceled, and I wanted to crawl under the nearest rock. I was spending my own money on gas, and I couldn’t close a sale no matter how hard I tried.
I was mad with myself, but worse still I was mad with my boss because he expected me just to pick myself up and carry on, but it felt impossible.
Even though we parted ways, I learned a huge lesson from that event. I discovered that I was costing my boss money because he was working hard to get leads, and I wasn’t converting them. I realized that if a business doesn’t get sales they don’t exist. The selling role is an integral part of a business’s success.
I vowed to get better, and in the years that followed, I went from struggling to close deals to enjoying consistent, repeatable success with selling. And then because coaching is my passion, I’ve shown countless other sales professionals how to do the same.