I’m having some work done on my house and had a contractor come out to do an estimate.

The woman asked great questions, took notes, made some recommendations on things I had not thought about, wrote up the estimate on the spot, and just handed the clipboard to me with a pen and said,

“You want to go with this, right?”

It was that simple.

No hesitation in her voice. [click to continue…]

Responding to “I’m already buying from someone”


An Eloan.com TV commercial showed a real estate agent asking her new homebuyer customers, “So, have you shopped for your mortgage yet?” The wife responded, “Yes, we have a mortgage broker.” The agent’s response:

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What to Do When They are Not The Ultimate Decision Maker

Following Up

A training client emailed me with this scenario. Perhaps you’ve run into something similar. The rep, Kim,  had a prospect, Karen, who agreed that her company should use the sales rep’s company for their purchases of computer media supplies  The prospect said that she personally didn’t make the final ordering decision (she was the primary user of […]

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Don’t Be Like the Seahawks. Be Sure to Finish


Baseball season has just started, it will happen almost daily. The Masters was just completed a few weeks ago… it has happened there a number of times (not this year). It happened to the Seattle Seahawks in the Super Bowl. Not finishing.

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Saying “We can save you money” is White Noise

Sales Recommendations (presentations)

“We can save you money” is a term that has become meaningless to many people. It is used so often in ads and by salespeople that when we hear it, it’s like listening to Charlie Brown’s teacher in the Peanuts cartoons: “Waaa waaa, waaa waaa waaa.” BUT, everyone does want to save money! So, what […]

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Whose Language are You Speaking?

Sales Recommendations (presentations)

I saw an article about how golf equipment sales reps visit the various pro golf tournaments every week and try to persuade the players to use the equipment represented by the salesmen. A rep with a club company said that when speaking with a “technologically-challenged” player he simply says that “Our fairway woods are 10 […]

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Free Training Webinar


  “Seven LinkedIn Mistakes that Kill Sales, and What to Do Instead, AND, What to SAY to Get Through, Get In, and SELL!” Register for one of these FREE TRAINING WEBINARS NOW Wednesday, June 24 at 2:00 PM (Eastern) Thursday, June 25 at 9:00 PM (Eastern) Saturday, July 1 at 11:00 AM (Eastern) Most people with LinkedIn accounts don’t […]

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Don’t Be THAT Stalker Sales Guy on LinkedIn

Thumbnail image for Don’t Be THAT Stalker Sales Guy on LinkedIn Cold Calling

Ever been to one of those business mixers where there’s always the guy who introduces himself to as many people as he can? The one who stuffs a business card in everyone’s mitts, saying “I sell ___,” gives a brief pitch, then rushes to the next victim? Then he calls those who he coaxed a […]

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Here’s What NOT to Say on Voice Mail When Using LinkedIn


My co-author and presenter of the LinkedIn for Sales Success training program, Crystal Thies, “The LinkedIn Ninja,” received this voicemail from one of her connections on LinkedIn. Because of Crystal’s position as one of the world’s foremost LinkedIn experts she gets thousands of connection requests and of course can’t accept but a fraction of them. […]

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