Do You Suffer From Call Back Entitlement Syndrome?

Posted May 31, 2012

I originally ran this post about 15 months ago and thought it might be time to repeat a valuable lesson! Ah the ancient sales ritual of hemming and hawing (aka pissing and moaning) about the prospect who isn’t calling us back. Unfortunately I’ve been there many times and it definitely isn’t fun, but I’m just … continue reading »

Please Stop And Do This

Posted May 31, 2012

Stop what you’re doing and answer this simple question . . . What am I most grateful for today? Make an inventory of as many things as you can. Now go back to work . . . richer than you were before! Peace!

Your "Preferred" Is Somewhat Irrelevant!

Posted May 30, 2012

Yesterday, I asked . . . What is your preferred method of acquiring new business? Its something that many of us aren’t really conscious of . . . we just cling to our preferred or Sometimes we even make it really clear what we don’t prefer when it comes to how we go after new … continue reading »

What’s Your Preferred Method?

Posted May 29, 2012

I’m sure you’ll agree that there are many ways to hunt for new business. Some prefer to pick up a phone and call someone “cold” Some prefer email, snail mail or even overnighting things. Others prefer networking and/or social networking. Some are all about creative approaches and others work only by referral. Some prefer seminars, … continue reading »

The Importance Of Asking "Why?"

Posted May 29, 2012

When was the last time you challenged your thinking by asking “Why?” as in . . . “Why do I hunt business the way I do?” “Why do I structure my day this way?” “Why do I avoid these things?” “Why do I present my company with the words and phrases I’ve chosen” “Why do … continue reading »

I Wish More People Would Ask “So What?”

Posted May 23, 2012

Sometimes we are so used to saying things a certain way with regard to our company and what makes us different. We’ve probably heard it a million times at our team meetings. Been told to say it a certain way by marketing but . . . For whatever reason, we’ve either forgotten to ask “so … continue reading »

Are You Willing To Break “The Rules”?

Posted May 20, 2012

Let’s face it . . .there are rules and protocols for just about everything. It doesn’t mean that you have to play along! When I first showed up with my blog in November of 2008, I caught a lot of criticism about how I went about presenting my methodology. I was told it wasn’t sophisticated … continue reading »

Giving Your All When The Plan Fails

Posted May 18, 2012

I believe it was the great Hannibal Smith who said “I love it when a plan comes together” but what do you do when the original plan has to be scrapped? Its way too easy for us to respond with a confident “Well you adapt!” but that’s easy to say now . . . How … continue reading »

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paul@yoursalesplaybook.com

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