Many salespeople, those cold calling, and sales trainers have it all wrong about getting past gatekeepers and screeners. We shouldn’t try to get...
Still Trying to Get Past Screeners and Gatekeepers? DON’T
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Use Seinfeld Techniques to Sell More
“Hello Newman.” “No soup for you!” Double dipping. “There was shrinkage!” Man hands. If you instantly identified those lines as coming from...
Solid Sales Wisdom Does Not Go Out of Style
I was going through old files in my storage area doing research for a training program. A few minutes turned into a couple of hours as I got...
Little Things You Can Do That Have Huge Impact and Keep Customers Buying
A few months back I asked for examples of what you do to get through to decision makers. We got some great ideas and best practices and compiled...
Recognize Any of These Annoying Communication Habits?
In today's constantly-connected and always-communicating environment, why is it that--it seems to me, anyway--communication skills are worse than...
Billy Joel and Elton John: Sales lessons from their concert
I had the opportunity to see the Rolling Stones kick off their US tour in San Diego a few months ago. What was most mind-blowing was how Mick Jagger...
If it Hurts, Do Something Different
If you'd punch yourself in the head, it would hurt. And doing it repeatedly would cause damage.Reasonable people would quit doing it.Hard to imagine...
Asking About Their Budget LOSES Sales
I was waiting in an unusually long checkout line at Walgreens. Instead of checking email to pass the time I watched the guy in front of me. He had...
Relationship–and Sales Advice
While pouring myself a cup of coffee in the break room of a company where I was doing some onsite training, I couldn't help but overhear two women...