Author: Chris Lytle

The Bannister Effect

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com I was talking with a sales manager last week and I mentioned “The Bannister Effect.” When that was met by silence,… read more

The Dreaded “Got-a-minute?” Meeting

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com How long is a “Got-a-minute?” meeting in your office? I’m guessing it’s more than a minute. Shoot, I remember a “Got-a-second?”… read more

40 Years Later Sales Managers Are Still Making This Silly Mistake

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com As a young sales manager, I actually said this in a sales meeting: “We have a new salesperson starting next week…. read more

The Shopping Spree

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com I’m on the road doing my one day seminar Radio Sales $101. Our brochure advertises a 180-day money back guarantee. Still,… read more

Ask Every Sales Candidate This Provocative Question

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com If you want to save yourself from another bad hire, then ask this question toward the end of your first interview:… read more

The Sales Contest

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com Let me tell you a story because that’s what I do. Some of you will remember when I used to tour… read more

The Debrief: Five Questions to Ask at the End of Your Meeting

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com Sarah and I are in Bermuda with her brother, Bob, and his wife, Kathy. On Tuesday morning we get up, get on… read more

The Real Job of (Sales) Management is Getting Into Their Heads

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com I do not have a degree in psychiatry. But as a sales manager, I often felt like I needed one. You… read more

This Word Increases Your Personal Power

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com Sarah and I are on a two-hour drive to a vacation cottage we’ve rented in Michigan. Our three cats are along… read more

You Can’t Bore People Into Buying From You

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com In 1976 there were no cell phones or email. We had a message nail. When you walked into the office, the… read more