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...
Want to Change Your Sales and Prospecting Results? Just Move
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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.
Fake News? Be More Fearful of Fake Sales Training
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...
I Annoyed This Phone Scammer (Warning on the language)
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...
Quit Talking About Your Thing
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...
A Super-Simple Way to Respond to Resistance
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...
How to Get More Done, In Less Time, So You Can Sell More
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...
Making Sales ASSumptions Can Cost You
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...
Scripts in Sales: What TO Do, and Avoid
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....