One of the many awesome things about being in sales is that sales actually IS real life.

What we do on the phone and in person in prospecting, selling, and working with customers is the same thing we do when interacting with people in all areas of life.

That’s why I always say that everyone is in sales, regardless of what their paid profession is.

We all interact with others and the more effective we are with our communication skills, the more successful we become.

My entire career has been about finding, testing, and sharing the best methods and techniques. And those are by no means limited to the typical techniques taught in sales courses.

Here’s a questioning and listening philosophy and technique used by homicide detectives. (You likely won’t be using with on murder suspects!)

How to Beat a Sales Slump

Self Motivation

We’ve all been there. We hit a wall. A streak of no’s, delays, deals that fall through, calls and emails ignored. Then the self-doubt kicks in. It might even affect your ability to execute that next call. Or it might cause you to avoid it. These thoughts can be devastating if left unchecked. What to […]

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Want to Change Your Sales and Prospecting Results? Just Move


I just returned from something I do several times per year: attending a training conference. I’ve spent hundreds of thousands of dollars on these events over the years, in addition to the training, books, audios and videos that I also invest in regularly. This one was put on by one of the online marketing and […]

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50 Shades of Delay


This is hotter than the original movie or the sequel. Get the free accompanying ebook with all of the examples.

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Fake News? Be More Fearful of Fake Sales Training

Humor and Silly Stuff

Fake news is a hot topic today. What is more troubling, and harmful to your career and income is fake sales training. See an example of this from FSTN, the Fake Sales Training Network, and then I’ll set the record straight.

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I Annoyed This Phone Scammer (Warning on the language)

Phone Scammers

This is hilarious, but maddening at the same time. Listen to this brief call with a guy trying to pull a computer scam on me. I love getting these calls since I get great joy out of screwing with them. This guy obviously is not cut out for this type of work as you’ll see. […]

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Quit Talking About Your Thing

Unique Value Proposition

Talking about your thing usually gets you in trouble. In sales, I mean. One of the biggest problems unsuccessful salespeople have is that they talk about their things right away, and it causes resistance. In emails, InMails, voice mails, and IF they ever by chance get to actually talk to a buyer, they throw up […]

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A Super-Simple Way to Respond to Resistance

Resistance and Rejection

The simplest techniques can be so effective.  I heard a call where a prospect voiced an objection, but seemed a bit shaky in his conviction regarding what he said. The sales rep responded,       “What was that again?”  The prospect then hemmed and hawwed a bit, continued talking, and actually admitted that he probably could […]

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How to Get More Done, In Less Time, So You Can Sell More

Time Management

You can make more money, but you can’t make more time. It’s our most valuable asset as sales pros. Yet, everyone seems crazy busy, and my feeling is that we actually get less done than we used to. Today I have a brief video with tips for you on how you can get more done, […]

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