I experienced a disappointing, expensive, and humbling sales lesson a couple of months ago. (Yeah, it's taken me this long to really go public with...
My Humbling, Disappointing, Embarrassing Sales Lesson. With Barbecue.
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How to Respond to “Why should I buy from you?”
When many people hear, "Why should I buy from you?", they reply with THEIR reasons. Which are probably not the same as the questioners. The most...
“Maybe’s” are Worse Than “No’s”
Most people don't like to hear "no." But what is worse is hearing a lot of "maybe's." In this episode, you'll hear why, and what to do to hear fewer...
Breaking a Sales Slump With Sports Psychology
If you've been in sales for more than a few months, you likely have experienced this. If you're new, you probably will. It's a slump. When nothing...
How to Sell and Be of Service in This Coronavirus-Infected Environment
I want to share with you how you can survive, thrive, and be of even greater service to customers, and prospects in this coronavirus environment...
A CEO Shares How to Really Sell to Them
Lots of "experts" will tell you how to sell to the C-Suite. But few, if any, have actually held that position. Our guest in this episode of The Art...
An Example What What NOT to Do on Prospecting Voice Mails
One of my training program past attendees told me he really enjoyed the recordings of calls that I play at training programs and post online and...
How to Get Responses to Voice Mail and Email
Did you hear the latest? It's harder than ever to get people to reply to voice mail and emails. Most messages get ignored and deleted. No kidding,...
How to Handle “I want to think about it.”
Hearing "I want to think about it" from prospects is often frustrating, and too many times results in nothing ever happening. Sometimes people DO...