The Questioning Makeover!

Posted August 8, 2010

What better way to start a blog post on questioning skills than for me to ask you two questions: First, aside from obviously getting information, what are the benefits of asking a better question on our appts? Truth be told, there are lots of great benefits to asking a better question: 1)    We can control … continue reading »

50 Ways To Rock Your Journal!

Posted August 5, 2010

I originally ran this post almost a year ago on my old website. I thought it would be cool to revise it and put it all down in a free 4 page E-Book that you can access here! I remember having a slightly different take away from a famous story about Thomas Edison. You know … continue reading »

Patience Is The New "Secret Sauce"!

Posted August 3, 2010

I have a bit of a confession to make 2010 hit me rather hard. This whole “New Decade” thing in complete collaboration with Uncle Paul turning 45 gave me a bit of a “Holy Sh*t” moment. Probably, because at the end of this decade I will be 55 and my youngest  22. That of course … continue reading »

The “10 Before 10” Prospecting Mindset!

Posted August 2, 2010

A few months ago Trish Bertuzzi from The Bridge Group commented on one of my blog posts and offered an idea that I wish I had thought of! She calls it “10 Before 10” and its simply a daily commitment of getting 10 calls in the bank, before 10 am each morning. I love this … continue reading »

The 6 Judgments Of Rapport!

Posted August 1, 2010

It’s time to cover one of the most misunderstood ingredients in the sales process . . . Rapport! I say “misunderstood” because while we all agree that people buy from people they like and trust, we tend to over simplify the process. Example: “I look around the prospect’s office for pictures, trophies etc and find … continue reading »

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