I’m a huge fan of using blank cards in my “sales mix”. A blank card is simply a fold over card that has your company logo on one side and blank on the other side. I designed mine to fit right in with the aspiring rock star motif you see in the header of my … continue reading »
Sooner or later, all of us face a situation where we’ve met with a prospect, asked lots of great questions, presented some killer solutions but . . . They can’t seem to make a decision. You call them to follow up . . . No decision! You call them again . . . still no … continue reading »
Every week I pick a topic and open it up for a group brainstorming session over on our Linkedin group. So far, we’ve received lots of comments, lots of different perspectives and some fantastic feedback from our Sales Playbook community. This week, we’re discussing the old “Send Me Some Information” response when we prospect. Come … continue reading »
My family and I went out to this little Italian place in our neighborhood this evening. Before I continue, why the hell is it always a “little Italian place”? No one ever says, “I went to this freakin ginormous Italian place.” I might go on that show “Shark Tank” and pitch this idea. Screw all … continue reading »
You’ve worked hard to get that meeting with your prospect . . . Now its “Go Time”! No second chances to make good first impressions . . . Just you and a prospect who has way too many things on their mind! Every second has to count and every move needs to create momentum! That’s … continue reading »
I worked for this French dude years ago who called me into his office and told me I had to “tone down” my “New Yawk” accent. I was a tad offended. Not because of what he said. Or how he said it but . . . Who was saying it. This guy was guilty of … continue reading »
You call up a prospect and they tell you “Thanks, but no thanks!”. You come back with your most compelling comeback and it’s still . . . “Thanks, but no thanks!” What happens in your world after that? Do you continue to call them? How often? And if you do continue to call after that … continue reading »
You don’t need me to preach the importance of knowing your clients inside and out! This isn’t a “Why” podcast . . . This is the “How”! In this week’s podcast I offer 3 important areas for you to explore with lots of ideas and suggestions! The first area is How To Use Technology To … continue reading »
Paul’s Weekly Brainstorming Session I decided to go out on a limb and try a new concept in my Linkedin group called “Paul’s Thursday Brainstorm” Every week, I’ll throw a different scenario from an objection to a left hook in a client meeting. We’ll tackle it is a group and you’ll get the benefit of … continue reading »
I look forward to hearing from you!
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