The Fundamentals Work Every Time

Opening Statements, Preparation, Questioning, Sales Recommendations (presentations), Screeners

First, I can’t begin to express how overwhelmed I am with the thoughtfulness of you, my readers and customers, and I’ll put most of you in the category of "friends." In response to my email and blog post below last week I had several hundred...

Sales Pros at the Mobile Mini National Sales Meeting

Photos of Training Clients

Last week in Las Vegas I presented a workshop to four groups at the Mobile Mini national sales meeting. You’ve certainly seen the Mobile Mini products…they are metal storage containers and trailer-like offices, usually at construction job sites, but there...

Perhaps My Most Important Tip Ever, In Memory Of My Mom

Random Rants, Uncategorized

(Originally posted, February, 2009) I’ve written and spoken millions of words to readers and my audiences over the past 26 years. Perhaps none as personal, or potentially important to some people as today’s. This won’t be about sales, specifically,...

More Sales Pros Ready for a Record-Breaking 2009

Photos of Training Clients

I had the great opportunity to once again present at a couple of sessions at the LexisNexis national sales meeting in Orlando the past couple of days. LexisNexis is a company that really "gets it" regarding their emphasis on professional sales education, and...

A Recording of an Unprepared Caller

Call Recordings

Here’s a call I received from a guy who sells search engine optimization.  His model was apparently to call as many people as he can and give them the same pitch, without knowing anything about the companies or people he called, or their existing degree of...