5 Reasons Why You Should Ask For A Tour

Posted July 7, 2011

Here’s a new play for your playbook . . . Ask for a tour when you meet with prospects! Why? Here are 5 reasons! 1) You Create Additional Energy! Energy is a really good thing in a meeting because it helps create emotion and emotion is pretty freakin cool too because it’s the first step … continue reading »

How To Cut To The Chase With Your Prospects

Posted May 3, 2011

Did you ever feel like your appointment was turning into a game of 20 questions and you are like one question away from asking “So is it animal or mineral already dude?” I never really understood the guessing game dynamic that many meetings take on. Our prospects are busier than ever and simply don’t have … continue reading »

Presenting Your Solutions With Impact!

Posted October 23, 2010

In this week’s podcast, we talk about 6 ways you can present solutions with a higher degree of impact! Here’s a sneak peak! 1)  Get your prospect back into “state”. When I say “state” I mean back to the point where they expressed emotions about either fixing something that’s broken or embracing an opportunity. The … continue reading »

3 Traps To Avoid In Your Next Meeting!

Posted October 4, 2010

If you haven’t figured it out by now, I’m a firm believer in working a process during my face to face prospect meetings. I do this for a variety of reasons: 1)    I don’t want to get into a price discussion prematurely. “Prematurely” in this context is before we had an opportunity to create value. … continue reading »

Your Inner Kid Can Rock Your World!

Posted September 12, 2010

Submit for your approval, a young Uncle Paul (the dude in that picture) still in his jams and ready to close his first deal. And in true rock star fashion, he is topless and wearing shades! Note: Whenever I try a stunt like that today I scare the sh*t out of lots of people! 🙂 … continue reading »

The "Twofer" Strategy!

Posted September 1, 2010

I think an early gust of weekend is blowing through the sales playbook blog because I have this sudden urge to share a mighty cool technique I call “Twofers”. All you need is 2 minutes and a need for greater work/life balance! Scroll down and have a listen dude! Stay thirsty my friends 🙂 Powered … continue reading »

Play #37 The Un-Suckification of the Weekly Sales Meeting!

Posted April 12, 2009

Let’s face it, most Sales Meetings suck! Many of them have way too much administrative minutia, are easily hijacked by someone going off on a tangent, perhaps a brag fest from the veteran who you need to continually make a note to give a damn about. Part bitch fest, beat up session and perhaps some … continue reading »

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