One of my training program past attendees told me he really enjoyed the recordings of calls that I play at training programs and said they are...
Recording of a Horrible Cold Call Voice Mail
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The Second “Art of Selling” Award Winner
Recently I originated my Art of Selling Award, and had given out the first one. Today I’ll tell you about the second recipient. For those who aren’t...
How to Find Public Records Online
I'm no longer amazed at how much information is available on people and companies. Forget about keeping most of your details confidential, people...
Look for the Word “Wine” in this Post
What's with the title? You'll see. In a previous post I shared how you can supply questions to your prospects that they can ask of your competitors...
A Coward’s Guide to Asking for More Referrals
A Guest Column by Jim Domanski Do you know why the majority of sales reps do not ask for referrals on a consistent basis? They're cowards. They fear...
My Real-World Graduation Success Advice You Won’t Hear at a Commencement Address–But Should
It’s that time of year when kids all over are graduating from college, and for most, entering the world of reality. Not like reality TV shows, but...
Sell at Your Full Price, Avoid Giving Away Profits
I ran into a local Chinese restaurant at lunchtime to get a takeout order from the lunch menu.I asked if soup came with the order.The woman at the...
Voice Mail: Enough of the Crap Already. Here’s the REAL Story
I've about had it with a lot of the garbage floating around about sales voice messages. I've always had the same stance, but It's time that I get...
Funniest or Most Embarrassing Phone Experiences
A few years ago we ran a contest looking for those embarrassing or funny phone experiences we love to share--or perhaps keep to ourselves. I had...