It's graduation season, and odds are you know someone who is involved with a graduating student. I was in Omaha over the weekend and drove by my...
You’ll Never Graduate From This School
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How Many Questions Should You Ask at a Time?
At a social function I was talking to a guy who asked five questions in a row, didn't listen to any of the answers, and only used his questions as a...
Shocking Secret Techniques of Sales Superstars
This post could be the most amazing one I've ever put out. I had the unique opportunity to interview the best of the best in sales to find out what...
Ask for Action, Not Permission
An article that originally appeared in the New York Times on October 15, 1997, titled "In War Against No-Shows, Restaurants Get Tougher,"...
Smarten Up Your Prospecting Calls With “Social Engineering”
One reason that most "cold" calls fail and result in rejection is that sales reps start their pitch the same way to everyone they speaking with,...
Help Them Tell You What They Want
If you handle incoming telephone inquiries or follow-up on mail-in or web business leads by phone, keep one thing in mind about these people: Even...
Are Your Follow-Up’s Accomplishments, Or Just Activities?
Do you really know where you stand with the prospects in your follow-up files right now? Come on, really now? I'm not trying to make you feel bad,...
Just Announced: The Only Telesales College Training Workshop of the Spring/Summer
We've just finalized the details! Join me in Chicago, April 27-28 for the only public Telesales College training workshop planned for the...
The Demand Solutions Sales Pros
I just returned from St. Louis, delivering a Smart Calling...