74 How Questions You Can Use

Questioning

It’s Masters week, the week that most of us golf geeks look forward to all year. What’s really cool about the TV telecast is the number of commercials are limited to just four minutes per hour, as opposed to the normal 12 or so for regular tournaments. I...

How to Blow Away that Objection You Always Get

Objections

While listening to a rep’s calls in preparation for a client training program I heard him say, “…and right now you might be thinking that since you are in a contract with a supplier that would hold you back. Here’s how others have handled...

How to Add Value and Not Just Check In or Introduce Yourself

Preparation, Unique Value Proposition

In my previous post I discussed calls that don’t add value, and even can be looked at as nuisance or time-wasting calls. The ones that start out with, “Just wanted to introduce myself,” Just checking in,” “Just touching base,” and...

Just Place the Call!

Just Place the Call

This really sums up what you need to do to be more effective in sales, negotiation, relationships… just about any human interaction for that matter. Just Place the Call! Too many people hide behind emails and texts instead of using what is still the most...

Using LinkedIn to Actually Get Through, and Sell

LinkedIn, Resources I Recommend

Last month, some of the brightest minds in sales and marketing shared their secrets in a rapid-fire series of online TED-like presentations at the 2014 Sales Acceleration Summit which was put on by InsideSales.com. My session was “I Have a LinkedIn Account, But What...