Listen for the “Problem-Trigger” Words

Listening, Questioning

Quiz time. Here’s a situation. Think of the very next thing to leave your mouth in response: On a call with a prospect, someone who has contacted you after visiting your website says, "Our issue is that we need to_____." And then let’s assume she...

Complete Smart Calling Audio Training Program Just Released

Prospecting, Resources I Recommend

It’s here! The complete Smart Calling audio training course is finally completed.   This is the complete audio training program for making a Smart prospecting call–as opposed to a dumb cold call– based on my bestselling book.   You get...

Sales Lessons from World Champion Poker Player, Annie Duke

Self Motivation

I had dinner with world champion poker player,author, and Celebrity Apprentice finalist, Annie Duke last weekend. Well, me and 10 other people. My friend and client, Mike Faith, CEO of Headsets.com regularly holds "Reserve Dinners," where he brings in a...

You’ll Never Graduate From This School

Preparation

It’s graduation season, and odds are you know someone who is involved with a graduating student. I was in Omaha over the weekend and drove by my alma mater, Creighton University, on the way to the airport. It seems like yesterday that I was still there attending...

How Many Questions Should You Ask at a Time?

Listening, Questioning

At a social function I was talking to a guy who asked five questions in a row, didn’t listen to any of the answers, and only used his questions as a springboard to talk about himself. Since I didn’t take much interest in what he was pitching (he shoved his...