Blog

  For the last 15 years I’ve worked on my presentation skills to the point of obsession. I’ve worked with coaches, participated in courses, modeled incredible speakers, read several books and probably practice more than the average speaker does. Through it all, there’s one simple piece of advice I was given by my coach that has … continue reading »

So did you hear the one about how everyone is sick of PowerPoint? There’s even a nifty little phrase to hammer the sentiment home. . . “Death by PowerPoint!” Maybe it isn’t the PowerPoint! Maybe its . . . This BS of putting these long mission statements or lengthy quotes up on a slide and … continue reading »

  Here are a few super easy things you can do before, during and after your next appointment to expedite the sale. Download this episode (right click and save) You’ll Sell More When You Communicate With IMPACT! Join us for our newest webinar on October 22nd at 1:30 PM EST. Here’s What You’ll Gain By Joining … continue reading »

  I’ve taken the liberty of listing several things you can do . . . Before your next appointment During your next appointment After your next appointment So you can make an IMPACT on someone who, quite frankly, has about a 9 second attention span! Please give this lesson a listen and send it along … continue reading »

As sales professionals, we need to constantly present our ideas, our products, our solutions our DIFFERENCE but; here’s the part we never want to talk about . . . Those very things that drive our revenue are being judged by prospects and clients who have about a 9 second attention span! In many cases we … continue reading »

Have you ever been asked “What’s the difference between your company and your competitors?” How about “What’s the difference between your widget and the others?” Even if you’re not being asked those questions, you do know that your prospect is pondering them, right? Those questions aren’t reserved for once you “get in front of them” … continue reading »

It’s super important that your network, your prospects, your potential customers, see you as valuable. When people see you as valuable, they continue to open your emails, take your phone calls, buy from you and let us not forget . . . Refer you! There’s a really simple email, that I’ve been sending for about 6 … continue reading »

The title of today’s blog isn’t a typo nor is it some kind of click bait. I have 1700 free ways for you to get better at sales and they’re all nicely organized in just two places. 1500 of them are right here on yoursalesplaybook.com! There are over 1500 blog posts, spanning 7 years and … continue reading »

We know that there’s a high probability of getting an objection (or multiple objections) whenever we call a potential client and yet . . . So many sales reps are ill prepared to handle even the most typical of objections like; “Not interested” “No time” “Already have a vendor”   So I thought rather than … continue reading »

Webster defines propinquity as “nearness of blood (kinship)” and “nearness in place and time” Aside from us all having a new word we can drop in the sales meeting this week, I believe you need to know this word. You can create “nearness” and “kinship” by making sure you’re “showing up” regularly with your prospects … continue reading »