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,...
How to Listen Like a Homicide Detective
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How to Beat a Sales Slump
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...
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...
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...