My Best Cold Calling Tip

Posted March 31, 2017

My best cold calling tip is simple to learn and yet too easy to blow off; Stop clinging so tightly to cold calls That statement goes over like walking into a biker bar and complaining that there isn’t any Pet Shop Boys on the jukebox but here me out; MOST sales reps cling exclusively to … continue reading »

The 2 Referral Questions You're Probably Not Asking

Posted March 30, 2017

There are 2 highly neglected referral questions that you need to have in your arsenal. These questions happen AFTER you ask for the referral. The first question should be used once someone has referred you. As you’re thanking them for the referral, ask them WHY they referred you Asking them “Why?” gives you a lesson … continue reading »

The 2 Referral Questions You’re Probably Not Asking

Posted March 30, 2017

There are 2 highly neglected referral questions that you need to have in your arsenal. These questions happen AFTER you ask for the referral. The first question should be used once someone has referred you. As you’re thanking them for the referral, ask them WHY they referred you Asking them “Why?” gives you a lesson … continue reading »

FREE eBook On The Power Of Referrals

Posted March 29, 2017

If I were to ask you “Why should sales reps ask for referrals?” I’m guessing you’d say; Because it’s one of many ways we can make money in sales On the surface, you’d be 100% correct, but it really goes much deeper than that! So I decided to create a FREE eBook offering you some serious … continue reading »

How To Explode Your Sales By Generating MORE Referrals

Posted March 28, 2017

What percentage of your new business opportunities come from referrals? Unless you answered “100%”, you have a serious opportunity to fast forward your results! Do you even have a referral strategy in place or does it sort of “happens when it happens” which sounds more like a prayer. That’s why you might want to join … continue reading »

How To March Right Past A "Gatekeeper"

Posted March 28, 2017

Sometimes we confuse hard work (and all these “hustling” messages being spewed by thought leaders) with working smart. Like continually getting stopped by “gatekeepers”. There are some who would tell you to “just keep dialing” which in and of itself is an antiquated philosophy since the last time I “dialed a phone” Jimmy Carter was President. … continue reading »

How To March Right Past A “Gatekeeper”

Posted March 28, 2017

Sometimes we confuse hard work (and all these “hustling” messages being spewed by thought leaders) with working smart. Like continually getting stopped by “gatekeepers”. There are some who would tell you to “just keep dialing” which in and of itself is an antiquated philosophy since the last time I “dialed a phone” Jimmy Carter was President. … continue reading »

When It Comes To COLD Calls, This Makes Absolutely NO Sense!

Posted March 26, 2017

Most sales people would rather call a business, cold, than ask a client for a referral! Think about that one for a minute! Most sales reps would rather call a business, cold than ask a client for a referral! Why? Here’s what I’m usually told . . . “It feels weird” “It makes the conversation … continue reading »

How I Rose From 60th To 12th (Out Of 375 Sales Reps Worldwide)

Posted March 26, 2017

In this episode of The Sales Playbook Podcast, I share how I completely turned everything around, after a devastating personal failure. And no, this ISN’T some motivational “Rah Rah” episode; I actually take you through SEVERAL specific tactics I used to climb the charts as a sales rep. This is an episode where you’re going … continue reading »

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