Overcoming Fear; How I Did It on the Golf Course

Self Motivation

Let’s take a look at situations where fear can be paralyzing and potentially cause you to not perform to your potential. Of course I’ll relate what I have to say to sales, but my personal example is about golf. Last weekend I played in a Member-Guest golf...

My Unbreakable Rules of Sales

Random Rants

In life we all have personal policies, beliefs, guidelines, and values that drive our thoughts and actions. We might bend or rationalize those from time-to-time. But then there are those iron-clad, set-in-stone rules that you just don’t compromise. And we have...

Cut Their Costs to Increase Your Sales

Questioning, Sales Recommendations (presentations), Unique Value Proposition

An entire special section in the Wall Street Journal focused on businesses cutting costs. A USA Today article discussed how more people are opting for credit cards that just don’t give airline or other travel points, both those that can cut mortgage payments, or...

Man Who Threatens a Cold-Caller Ends Up In Jail

Humor and Silly Stuff, Prospecting

First, let me say that the scum who run the bogus car warranty operation that you might have received a recorded sales message for probably deserve to be hung up by their, um privates. But here’s a guy that actually got so fed up he went a little wacko and now,...

Two Days of Training, in the Same Clothes

Photos of Training Clients

Just got back from Barrie, Ontario, Canada, just outside of Toronto. I presented telesales workshops to two great companies: Busch Systems, which sells recycle bins and other containers to businesses, municipalities, and other organizations. I also worked with the...