Your Benefits Might Not Be Benefits

That prospect is so dumb. We have a great product and he just doesn’t get it.” Ever heard or said that before? That itself is dumb. It’s not his job to “get it.” It’s our job to only recommend what they perceive to be great. Tweet this one out: A benefit is only a...

“Short Life-Lessons”

I’m asked to do interviews every week… podcasts, blog articles, etc. For that I am grateful that others find value in my work. Here’s one that is a bit different, and thought I’d share it with you. WordClassPerformer.com is a site that...

How Prospect Successfully, Without Rejection

I had a blast with Jason Bay, kicking off the free “Think Outside the Script” prospecting training summer tour last week.It was great to have heard from so many sales pros who attended, saying they already changed the way they viewed, and placed their...