I get a fair number of request from people who want me to promote or endorse their product or book. Most I turn down. Every once and a while I see...
Are You Gutsy, or Wimpy
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Throw the Question Back to Get Clarification–Especially If You Have No Clue
Telesales Success Inner Circle Platinum Member, and recent Telesales College attendee, Brad Jones, sent in an interesting article about responding...
How the iPhone Rep Built Credibility and Won a Bigger Sale
I finally gave in and bought the iPhone. Wow, what a cool device! It's so much more than a phone. While in the Apple store, had an interesting...
Follow-Up Article on Healthcare Advocacy From Wall Street Journal
The Wall Street Journal online edition posted a great article, along the lines of my posting below about asking direct and tough questions of...
The Fundamentals Work Every Time
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...
Sales Pros at the Mobile Mini National Sales Meeting
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...
Perhaps My Most Important Tip Ever, In Memory Of My Mom
(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...
More Sales Pros Ready for a Record-Breaking 2009
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...
A Recording of an Unprepared Caller
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...