Alabama's head coach, Nick Saban, has wonthree of the past seven national championships (one was with LSU), which is pretty...
How to “Sabanize” Your Sales
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Ask Buyers How They Want to Be Sold To
While waiting out a flight delay at an airport bar, I struck up a conversation with a fellow stranded road warrior. The topic shifted to our work,...
Avoid Rejection By Changing Your Reaction
As I tell every group of sales reps I work with, most of what we accomplish in sales is attributable to our attitude. Sure, we need to be skilled in...
What Do You Think About This Voice Message?
Reality is usually better than anything I could make up. Here is a voice message received by one of my readers. (I bleeped out the sales rep's phone...
Show Them the Money to Make More Of Your Own
Today I'm talking about money. Both in my post below and right here. The post below is also one of my contributions to a great sales book, "Top Dog...
Five Cool Ideas For Better Listening by Michael Angelo Caruso
Last week I took a few days for personal self-development, which I do several times per year. Although I make it a point every day to set aside time...
Don’t Sell Needs, Give Them What They WANT
Do you, * drive a 1995 Taurus, * live in a pop-up trailer at a campground, * wear clothes purchased exclusively from thrift stores, and, * eat only...
Be Like Warren Buffet: Turn Failures Into Opportunities and Eliminate Rejection
At age 19, his application to Harvard Business School was rejected. He was devastated at the time. However, exploring other options, he quickly...
If You Ever Lack Focus, this Might Help
Last month I met with a group of other speaking and training professionals, just as we have been meeting several times per year, for 14 years now....