I was lucky. We don’t get to choose our family and definitely not our parents. My parents were not only great people who provided a wonderful home with love, but they taught me so many magnificent things that still come back to even as an adult.

Sales is a process and it always has been. It was done in open air markets, businesses, and even in homes. It was simple. If you had something to sell and there was a person who wanted to buy it, a sale happened. The transaction was made, and hopefully a relationship began for future busines…

It takes 11-14 years to become a doctor in the United States, including earning a bachelor's degree, attending 4 years of medical school, and completing a 3- to 7-year residency program after medical school.

I know that this is going to resonate with so many people and you will say “Hal, you are right about his.” I often receive an email asking me to tell the company that I just had a transaction with to fill out a short survey about my recent experience.

Which one are you? Are you In Control or are you a Victim? We could write a book on this subject. Oh wait, there are hundreds already written. So many books written on the subject of management or leadership have the same premise. The great books already were written in the 1920s through the 1950s.

The profession of selling is an art form and a science in itself. Most salespeo - ple think, “Hey, I like people, I’m outgoing, and I can talk a good game, so I can sell.”

Most salespeople think that they’re great. Have you ever met one who said, “Hey, I stink. I just make things up as I go along, really don’t sell a lot and don’t even like people”?

In the past 80-plus years, there were tons of books written on the subject of balancing life and work. Many experts write about it, but I am just not one of them. 

For some strange reason I see things much simpler with less complexity as I get older. My friends make fun of me due to the fact that as an “author” I am not much of a reader. The only reading material I consume are things related to my profession or hobbies. I never get tired of reading tit…

Maybe its just me, but I have so enjoyed being a “baby boomer.” We really got to see it all. Sure we were told we were hippies who smoked pot, were lazy and would probably not amount to much due to our long hair, lifestyle choices and the desire to “party” more than generations before us.

The magic question is a must for any person in sales. The problem is that most people don’t even know about it since they were never trained on the subject. I would venture to say that few salespeople even know what the magic question is, let alone have one to use.

I recently read something that should be the mantra for anyone who has a meeting. It does not matter if it is an intimate group of people or even a larger staff meeting.

This column is going to be a little different than anything I have written before. It reminds me of one of those old Dear Abby or Ann Landers columns. The point I am going to make is strong, and I will admit it is incredibly opinionated. I am passionate about my beliefs here because they hav…

Pros do things differently in any profes - sion, and sales is no different. During the many years I have been in this business, maybe, just maybe I have come in contact with a few dozen “pro’s.”

Dale Carnegie said it in his best sell - ing book written in 1936, “How To Win Friends And Influence People,” and what he said couldn’t be any truer today: “Find Want,” he wrote.

Ireally was so excited to write this column. It made me think about high school. The only real contact I had ever had with principals was being called to their offices when I was in junior and senior high school. Trust me, it wasn’t to tell me what a wonderful example I was setting for other…

I don’t like to dance. I am not talking about dancing to music at weddings, benefits, bars or anywhere there is a band or a DJ. I am talking about meeting people in a simple con - versation. Too many people dance and just do small talk and never get to a real conversation.

I recently had a once in a lifetime experience and thought this might be a good story to share. I do quite a bit of speaking, and in the course of my travels, I have met many people from all walks of life. We all encounter so many different types of people as we go through our respective liv…

Sometimes, I feel like the commercial for the allergy drug Claritin. One of their commercials shows a person who is suffering from allergies and then they take a Claritin. Now, the backyard or park setting that they are in went from hazy to clear — or even sunny, and life is good again.

I don’t like to dance! I am not talking about dancing to music at weddings, benefits, bars or any where there is a band or a DJ. I am talking about meeting people in a simple conversation. Too many people dance and just do small talk and never get to a real conversation.

Recently, I was watching a TV show honoring the career of Don Rickles who had been a comedian for over 50 years. Maybe the young people who are under 25 years old do not know him but any - one over 40 does. He was on all the latenight talk shoes, been in a number movies and had a few TV show…

Research states that true sales training is approximately 130 years old. I have found that sales training is usually last in line when it comes to any formal processes, type of measurement or a strategic approach to training. Don’t get me wrong. There are a number of large corporations that …

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What is closing? It’s obtaining a written or verbal contract. When do you close? A really successful salesperson almost knows instinctively when and how to close. The good news: this instinct can be learned.

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You will not read this column and say “That is some new stuff Hal is talking about now.” You have heard or read it all before, but now is the time to put all this into action.

I am sure that if my parents were still alive they would get a kick out of this column because they would be saying, “I knew it all along, that you would be in sales or teaching sales, etc.”

Many of you of may be familiar with the TV show Undercover Boss. It has a simple but powerful premise and message. It takes a CEO and puts them “undercover” in their own company. This way the employees do not know that this is the CEO, and in many cases, he or she is learning and doing menia…

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I cannot take credit for this thought. One of my best friends who I have known for more than 50 years (ouch, makes me feel real old) said this to me the other day.

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Most people think that sales trainers or sales consultants used to be salespeople. That might be true. Nope, let me change that remark. It is true, and some of my friends and colleagues who are speakers on sales or selling have not made sales calls in decades.Trust me, it is easy to be in fr…

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I truly feel that (sales) training is simple. Hire the right person, give them ample product knowledge, provide “professional” sales training and monitor their results.

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Why do salespeople complicate something that at least in my opinion is so simple. When I go in the “field” or travel with salespeople and make sales calls, especially cold calls, I watch them in most cases have very little success.

I truly feel that (sales) training is simple. Hire the right person, give them ample product knowledge, provide “professional” sales training and monitor their results.

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I am sure that over the years you have read an article or a book about the importance of balance in work and personal life.

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Ever been on a date? Unless you are reading this and are under the age of 13, I am sure that your answer is yes. Now, go through your mind and think back at some of the dates you might have been on. If they were a movie, would it have been a comedy, drama or a horror flick?

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Have you ever been sitting patiently on the tarmac while on an airplane for what seems like an eternity before takeoff with no knowledge of what is going on?

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I don't usually like sales-trainer stories, but this one just blew me away. Two woodsmen had a contest to see who could chop the most wood on a given day. One guy is big — 270 pounds, and the other is small, or as they say, “Hal Becker size.”

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I find so many salespeople who think the key to selling is networking and constantly searching for new business in addition to the business that they already have. I have no problem with that concept if it works — but only if it truly works for them.

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It is so easy to get into a bad habit and then keep doing it without even realizing it. Later, we often realize that we’ve acquired the bad habit and that we can change (if we want to), but too often we just say, “Nah.”

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It is so easy to get into a bad habit and then keep doing it without even realizing it. Later, we often realize that we’ve acquired the bad habit and that we can change (if we want to), but too often we just say “Nah.”