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...
An Example What What NOT to Do on Prospecting Voice Mails
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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...
My 9 Unbreakable Rules of Sales
"Rules are meant to be broken" is a saying that might apply to some things. But not sales. If you want to sell successfully, conversationally, and...
Ask the “Kondo Question” to Declutter Your Follow Up Files
Although I like to think I keep up on what’s going on (somewhat) with pop culture, the whole Kondo thing got miles by me before I caught on. It was...
Guest: Bob Burg, co-author of “The Go-Giver,” and “The Go-Giver Influencer”
Best-selling author, Bob Burg, discusses lessons we can all use from his newest book, "The Go-Giver Influencer." He shares his Five Secrets of...
When You Hear These, They Are the Reasons Someone Will Buy
The top earning salespeople listen at a different level. They listen for the "lean in" comments from prospects and customers. These are things they...
How to Respond to “I’m not interested.”
Nothing has ended more prospecting calls than the words, “I’m not interested.” Or, variations of it, like, “We’re all good.” Or “We’re happy with...
What Sales Pros Can Learn from Tom Brady’s Performance
Regardless of whether you are football fan or not, or if you like Tom Brady or not, he set an example Sunday for salespeople, that when emulated,...