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 go with the caller’s proposal.

Brilliant. So what happened here?

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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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Follow-Up to My “Pissed” Post: Here’s What I’m Doing. Join Me

Self Motivation

As the follow-up to my post about being pissed, and the next step in my quest to get healthier, and ALSO to provide additional value for sales pros, I’m taking a few steps. The first, to coincide with the beginning of the new year, is committing to be all-in, and do what it takes to get […]

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I’m Pissed. Care to Join Me?

Self Motivation

I have something very personal for you today. Typically I don’t get too deep into my personal life, but I’m changing that today. And it’s something that can impact your life for the next year, and forever if you want it to. Many people look at the first of the year as time to start […]

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Making Sales ASSumptions Can Cost You

Sales Tips

If you make assumptions about a prospect before you speak with them–unless they are positive–it can cost you big time. Likewise, if you assume you know what someone is thinking, without finding out for sure, that can cause you to fail. In this brief video tip I share some thoughts and suggestions on sales assumptions, […]

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Scripts in Sales: What TO Do, and Avoid

Sales Tips

Yes, you should use scripts in sales. It’s insane not to. Here is what you should do, and avoid, so you don’t sound like you are working from one.  

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“Shameless” Sales Tactics You Need to Avoid

Random Rants

I had thought that today we were beyond much of the sleazy, deceptive tactics often associated with sales. But, sadly, I am wrong, as evidenced by an online article, “No Successful Salesperson Is Too Proud to Use Any of These 12 Shameless Tactics,”by Gene Marks, a sales consultant. The amazing thing is that this article […]

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Handling “Send me something”

Following Up

Every salesperson has heard “”Go ahead and send me something on that.” It could be a stall or a blowoff, or maybe there is genuine interest there. How you respond, what you send, and how you handle the follow up call all determine how successful you’ll be. See exactly what to do, and avoid in […]

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How to Revive Cold Leads

Following Up

Last month I was interviewed for an article on how to revive leads that have gone cold. In case you didn’t see that article online, I shared some useful info that might apply to you, so here are the suggestions I gave in response to the author’s questions. Q. When is it a good idea […]

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