I’ve often written about observing and learning from the beach vendors in Cabo San Lucas, Mexico. While there a couple of months ago I saw a novel approach that we can learn from and emulate—in a sense.

One of the 50 or so guys carrying an open case full of jewelry walked by. He was different. His case had a big hand-lettered sign in it that read

“Cheap crap you don’t need.”

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The ONE Thing You Must Do for Sales Success


There is a lot that goes into being a successful sales person, but this ONE thing is absolutely required.

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Still Trying to Get Past Screeners and Gatekeepers? DON’T

Thumbnail image for Still Trying to Get Past Screeners and Gatekeepers? DON’T Screeners

Many salespeople, those cold calling, and sales trainers have it all wrong about getting past gatekeepers and screeners. We shouldn’t try to get past them. In the very first installment of my The Art of Sales training videos, you’ll see what to avoid and do to get through to more buyers. Oh, do be sure […]

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Use Seinfeld Techniques to Sell More

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“Hello Newman.” “No soup for you!” Double dipping. “There was shrinkage!” Man hands.

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Solid Sales Wisdom Does Not Go Out of Style

Sales Tips

I was going through old files in my storage area doing research for a training program. A few minutes turned into a couple of hours as I got consumed sifting through articles and newsletters I had written, notes on workshops I delivered, random scribbles on slips of paper and more. All dating back to the […]

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Little Things You Can Do That Have Huge Impact and Keep Customers Buying

Customer Service

A few months back I asked for examples of what you do to get through to decision makers. We got some great ideas and best practices and compiled many of those into a free ebook. (Get that here if you haven’t already). Not to be overlooked is how to continue building and strengthening our relationships with […]

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Recognize Any of These Annoying Communication Habits?

Telephone Voice

In today’s constantly-connected and always-communicating environment, why is it that–it seems to me, anyway–communication skills are worse than ever? Perhaps it’s because of the texting, tweeting, Facebooking, Instagramming, emailing and whatever else people are hooked on, that causes their actual speaking skills to erode, or perhaps they were not refined to begin with. In cleaning […]

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Billy Joel and Elton John: Sales lessons from their concert

Sales Vocabulary

I had the opportunity to see the Rolling Stones kick off their US tour in San Diego a few months ago. What was most mind-blowing was how Mick Jagger at 87–or whatever he is now–bounced around stage like he did when he was 30. Great concert overall. But one of the best ones I’ve seen […]

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If it Hurts, Do Something Different

Opening Statements

If you’d punch yourself in the head, it would hurt. And doing it repeatedly would cause damage.Reasonable people would quit doing it.Hard to imagine why anyone would do it at all. Yet, salespeople do it every day.

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