Act Like a Child to Handle a No

Closing, Resistance and Rejection

In the grocery checkout line the little boy walked over to his mom with package of snack cakes and displayed it to her with an outstretched arm. “You don’t need that,” mom said, barely glancing up from the Cosmo she was leafing through. “I want...

Managers: How to Be a More Effective Coach; Recommended New Book

Uncategorized

This is a variance from the typical sales tips I share here. My longtime friend, colleague, and telesales and management expert, Jim Domanski has just released his excellent new book, “TeleSales Coaching: The Ultimate Guide to Helping Your Inside Sales Team Sell...

I Was Manti Te’o, With My Own Lennay Kekua Prospect

Questioning

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. Really now, so he had a long-term relationship with a woman who never existed, and whom he only communicated with...

Social Selling Tips That Really Help You Sell

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Attaching the word “social” to just about anything is trendy… social media, social networking, and, social selling. It can be dizzying figuring out what this all means to you as a salesperson, and where the line is between “busy-ness” and...

The Most Important Skill to Focus on This Year

Listening, Questioning

At the grocery checkout stand yesterday, the friendly clerk asked the question that I know they are trained to ask, since I’ve heard it hundreds of times: “Did you find everything you were looking for?” I’m always friendly when I smile and...