Taking the Plunge into Facebook

Uncategorized

As if I didn’t have enough to keep me busy, I’ve officially gotten into Facebook. I promise not to use it to tell you what I had for breakfast (energy bar) or what I’m wearing (workout clothes). No, all of my speaker/trainer/author friends and gurus...

Presenting to the Sales Superstars of Tomorrow at Ohio University

Photos of Training Clients

Last Saturday I had the great opportunity to present my Smart Calling workshop to the student, faculty, and partners of Ohio University’s Sales Centre. The Sales Centre is a certificate program at the University that trains and prepares its students to hit the...

“Why Cold Calling is Not Dead”

Prospecting

As you might have noticed, I’ve begun shamelessly plugging my new book, "Smart Calling-Eliminate the Fear, Failure, and Rejection from Cold Calling."  In short, it shows you, step-by-step, how to acquire intelligence about prospects, and then how...

Sell More With Silence

Listening, Sales Recommendations (presentations)

I begin all of my sales training sessions by pointing out that the worst way to try to sell something is by TRYING TO SELL SOMETHING. If you make it about you, that creates resistance since the prospect feels they are being sold, which is a sure path to resistance....

Great Read for Those In Customer Service

Customer Service

The flight attendant on my US Airways flight from Atlanta to Phoenix last week was exceptional. She appeared like she actually enjoyed her job and was happy to be serving us. She smiled and made eye contact, she regularly came by and asked if we needed anything...