Blog

And I mean that with the utmost respect for you and your client! Sometimes, we lack the guts to ask the questions that need to be asked. Sometimes, we lack the guts to have difficult conversations that need to be had. Those of us who are willing to do those two things with our clients … continue reading »

I witnessed something yesterday that was pretty damn cool to say the least! Someone asked a question in my friend Pete Primeau’s Facebook community. What’s cool about that? Nothing yet because you didn’t let me finish the story 🙂 Now you guys all know the deal; When people ask questions or demonstrate a need for help, … continue reading »

There are good connections and there are bad connections but if we’re being honest, most of the people in your network aren’t really connections because you really haven’t interacted. In this week’s free audio sales tip, I take you  through a real easy way to connect with 150 people in your network, over the next … continue reading »

Want to see something interesting that the average sales rep misses completely? Try this 30 second experiment, it will more than prove my point! Go to your home screen on LinkedIn. Scroll through the status updates. At first glance, it looks pretty typical, right? Now look again, this time making note of how many of … continue reading »

Is that that that way too many people who have no business coaching others. Sadly, most people don’t realize they hired the wrong coach until after they’ve signed a contract and sunk mucho dollars into their program. So I thought I’d share a few tips on how to select someone who can truly help you … continue reading »

What I’m about to share with you ISN’T an innovative “I’ve never heard that before” sales tip but; Whether you’re hearing something for the first time or you’ve heard something a million times and you’re NOT doing it, then it really doesn’t matter, right? With that in mind, here goes . . . Whether you have … continue reading »

Over the last 16 years I have conducted a bit of an informal survey with approximately 10,000 sales and sales leadership professionals who have been through my training program. I ask “What are the qualities of a rock star?” Now, I might tweak the question a bit depending on the crowd. For example “What are … continue reading »

Provide testimonials! A week ago, I offered a free audio sales lesson on this subject. I covered the following . . . How/When To Ask For Them When I Prefer To Offer Them (It’s Pretty Much The Opposite Of When Most People Offer Their’s) Where I Provide Them (One Place Will Surprise You) A Cool … continue reading »

In this week’s free audio sales lesson we talk about testimonials specifically; How/When To Ask For Them When I Prefer To Offer Them (It’s Pretty Much The Opposite Of When Most People Offer Their’s) Where I Provide Them (One Place Will Surprise You) A Cool Way That I Package My Testimonials So go ahead and … continue reading »

It isn’t easy getting a potential client on the phone these days! There are assistants of the “Gate Keeper” variety, voice mails, Caller ID, people hanging up on you, people telling you “Not interested!” But every once in a while, the stars align and you finally get their ear! Things are looking good, there’s some … continue reading »