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There’s a really simple email that I’ve been sending since 2010 that has generated hundreds of phone appointments for me. Happy to share it with you but; Don’t even think of dismissing it because of its simplicity unless; You’re a competitor of mine! Ready? Here goes . . . Each week; Go to your LinkedIn … continue reading »

I wanted to get the links to our most recent webinar recordings out to everyone ASAP. For the How To Write AWESOME Sales Emails webinar replay, please click HERE For the Prospect Like A Pro webinar replay, please click HERE For the 25 Ways To ROCK Your Sales This Summer replay, please click HERE Hope … continue reading »

Summer can be quite challenging . . . Especially when you’re trying to get in front of potential clients who are “mentally checked out”! In fact . . . Within a few short weeks, we’ll start hearing the dreaded “Call me back in September” stall. So what can we do when opportunities seem to take a summer vacation? … continue reading »

The theme of our upcoming webinar 25 Ways To Rock Your Sales This Summer is to how to actually use the summer to your advantage. In fact, you should ALWAYS do your best to LEVERAGE your circumstances (instead of bitching and moaning about how challenging they are!) Let’s take a look at what happens over … continue reading »

I love the summertime but; It’s also a very dangerous time of year for your success because you might get caught up in lies like . . . “I won’t reach prospects because they’re off on vacation” “Everybody mentally shuts down until Labor Day” “I bust my ass so I deserve to coast for a while” It’s … continue reading »

The Needs Analysis is no doubt, a critical step of the sales process. Execute properly and and you pave the way for a higher probability sale. Execute poorly and you disconnect! Execute poorly on a regular basis and; You’re going to have really skinny kids! Here are several questioning mistakes to avoid at all cost! 1)    … continue reading »

One of the many benefits of asking great questions is that . . . Great questions lead the recipient on a path of discovery. You can tell a prospect something and perhaps they will consider it but; If they discover it . . .  They own it! And when a prospect discovers something on their own; Its kind … continue reading »

If you want BETTER answers from your prospects; Start asking BETTER questions! If you’re like most sales people, and you come across a blog post on asking better sales questions; You roll your eyes and you automatically think; “Here’s another repackaging of all those open ended and closed questions I learned when I was a sales padawan” … continue reading »

By the time this hits your inbox, I’ll be camping with a really cool group of people I like to call “me, myself and I” It will be one of several mandatory “mecations” I will take this season. Why? Because as much as I love family and friends; Your Uncle Paul needs some time, from … continue reading »

Next to email, the phone is easily the noisiest channel when it comes to reaching out to a potential client! And since those potential clients are overwhelmed with the high volume of calls; They have assistants filtering them, voicemails stopping them and if you’re lucky enough to get through; You’re dealing with a person who … continue reading »