Tag Archives: success

The Death of Critical Thinking

Posted on April 20, 2026 by Larry Hendrick

Critical thinking seems to be a dying art. I say art because it is a learned process. We are not born critical thinkers. In fact, from my experience, most never attain the skill. And it is a skill. With that, … Continue reading →

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I keep coming back to the importance of good questions

Posted on March 19, 2024 by Larry Hendrick

The importance of good, professional questions can not be overstated. Asking good business-related questions will gain insight into a company. If you ask bad questions, you will get bad answers. If you are a professional salesperson, and I expect you … Continue reading →

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Want more sales? Become a better listener!

Posted on October 13, 2022 by Larry Hendrick

Have you ever had a friend say, “You talk enough to be a good salesperson?” I have. There is only one problem with that statement. It describes the worst type of salesperson. Do you know what makes a good salesperson? … Continue reading →

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Can You Use Pyramid Math to Make More Money?

Posted on January 28, 2022 by Larry Hendrick

Pyramid Math The pyramids used a lot of advanced math to build. The dimensions are a tribute to higher mathematics. So what does this have to do with sales? We can determine the selling price by one of two methods–price … Continue reading →

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First Day of Sales?

Posted on November 10, 2021 by Larry Hendrick

My first days in sales were a mess and I did not achieve quick success but persisted in my pursuit. What could help me achieve success quicker? I wasn’t sure of the answer but knew it was available because of … Continue reading →

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If the Customer is Bored, It’s Your Fault

Posted on May 15, 2020 by Larry Hendrick

The sales rep I was working with that day had started his PowerPoint presentation, plowing through the thirty-five slides with maniacal fervor.I was watching the customer; she was beginning to roll her eyes. She looked at me as if to … Continue reading →

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Is Persistence the Key to Success

Posted on April 21, 2020 by Larry Hendrick

“Patience, persistence, and perspiration make an unbeatable combination for success.” – Napoleon Hill Persistence is touted as one of the most desired traits for a salesperson. Do you believe it is true? Even Napoleon Hill said it was unbeatable for … Continue reading →

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8 Ways of Selling

Posted on April 10, 2020 by Larry Hendrick

Have you ever thought about the different ways to prospect today? When I started selling, we had three ways to sell that I can remember (It’s been a long time) Call on the telephone Walk into offices in person Mail … Continue reading →

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Current Sales Pay Plans

Posted on April 8, 2020 by Larry Hendrick

What is Your Current Sales Pay Plans? My first outside sales pay plan was commission only. No base, no draw, just commission. If I sold, I made money. If not, …. It was a great learning experience. It proved the … Continue reading →

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4 Factors of Sales

Posted on March 27, 2020 by Larry Hendrick

“Plan your work & work your plan“ I’ve been thinking about different factors in sales lately. Most salespeople focus on two or three of the four elements. Time Management Territory Management Prospect Management Sales Cycle Management Most salespeople concentrate their … Continue reading →

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