This is a variance from the typical sales tips I share here. My longtime friend, colleague, and telesales and management expert, Jim Domanski has...
Managers: How to Be a More Effective Coach; Recommended New Book
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A Sales Lesson From High Gas Prices
So who isn't moaning about the price of gas right now? Probably the heads of countries that sell us oil... that's another story. I do have to give...
Questions to Ask to Get Your Competitors to Sell You
I’ve spent a lot of time on airplanes over the past 30 years flying to client training programs and sales meetings. Still do.  As a result, I’ve...
Picking Just the Low-Hanging Fruit is Lazy Selling
Some sales reps make a career out of just going after the low-hanging fruit, not really uncovering, cultivating, developing and growing...
What’s Missing in this Cold Call Opening Statement?
Here's a cold calling opening statement suggestion I read in an online article. It's no wonder so many people get beat up on the phone when they try...
Success Story from a Sales Pro
I love to hear your success stories and specific techniques that work well for you. Here is one from a fellow reader who used the ideas from the ...
I Was Manti Te’o, With My Own Lennay Kekua Prospect
How could such an odd thing happen? Manti Te'owas a smart Notre Dame student, who also is one of the best college football players in the country....
A Simple Way to Answer Objections
The simplest techniques can be so effective. Especially as it relates to dealing with resistance and objections. No need to "rebut" the objection...
Social Selling Tips That Really Help You Sell
Attaching the word "social" to just about anything is trendy... social media, social networking, and, social selling. It can be dizzying figuring...