Blog

I suppose I could give you the old “glass half full” sermon today with regard to life’s challenging moments . . . but I won’t. Today, I’m going to call it like I see it and tell you what truly sucks about our challenges! They distract us from all the other things that we are … continue reading »

I’m sure Mr. Murphy would agree that its foolish to mentally spend your commission on a deal that hasn’t concluded, but sometimes we just leave our brain back at the office. Sure enough I lost a deal that would have represented a major jolt to my struggling finances at the time. To say I was … continue reading »

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 have never really understood the guessing game dynamic that many meetings take on. Our prospects are busier than ever and simply don’t … continue reading »

You might be losing opportunities simply because you’re boring . . . I know, Ouch but please read on! You bore potential clients when you . . . Keep trying to reach them on the same channels that are completely flooded like; Phone and Email Want to bore them at an even higher level? Keep … continue reading »

Today we begin a three part discussion on the three things you absolutely MUST be obsessed with as a sales professional. Our focus in this episode is New Account Acquisition! We begin with the mindset that gets in the way of you embracing this critical driver of success We talk about how fear plays into … continue reading »

For many years now, I’ve taken some time to do something I really can’t do during the week . . . THINK! Don’t get me wrong, this crazy brain of mine is going full force during the week, but there are phones ringing, mucho emails, training sessions, coaching calls and no shortage of things pulling me in … continue reading »

There are some people who won’t take the time to get smarter because they’re “busy”! Meanwhile, they have plenty of time for football games and tweeting their play by play of the games, online gaming etc. You have others who won’t spend the money to get smarter and meanwhile they support the daily Starbucks, lunches, … continue reading »

In Parts I and II we talked about embracing a different mindset toward learning and then how you can zero in on your personal development with the RIGHT information. I purposely wrote “RIGHT Information” because the average person consumes 34 gigabytes of information each day and quite frankly we need to learn how to zero … continue reading »

So there you are, with phone in hand, calling potential customers. The theme from Indiana Jones starts playing as you dodge assistants, voice mails, Caller ID, people hanging up on you, people telling you “not interested” without ever hearing what you do and then . . . You actually get through to someone! They listen … continue reading »