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I was going through some old boxes this week and caught myself getting a little sad. Actually, I turned into a big wuss which doesn’t mesh well with my new shaved head bad ass look but I digress. The boxes contained all the crayon and construction paper cards written to my wife and I from … continue reading »

I’m talking about those imprinted cards with your company name on them without any handwritten note from you! It’s lazy and you’re better than that! Your clients/prospects will get lots of cards this holiday season and sadly, most will be just that; A card without anything personal included. No note thanking them for their business … continue reading »

Yesterday, I wrote about something that many of you need to deal with. I know this is ballsy, but I thought I’d get in your face about it again and cut and paste the exact, same post I sent you yesterday. I know . . . “Uncle Paul Sucks!” Here goes . . . You’re … continue reading »

1) “It isn’t fair to my other clients who pay full price!” I put that one in quotes because that’s what I say, word for word when someone wants to play “Let’s make a deal with Uncle Paul” When you think about it, it really isn’t fair to reward people based on their ability to … continue reading »

You’re not going to like me very much after this post and that’s OK. My intent was never to become your BFF so what the hell. Ready? You have too many instances where you put your head down, remain silent and do nothing! You read a blog post from me or my peers, you dig … continue reading »

Sometimes we don’t know why we do things we simply know it as something we’ve always done. When was the last time you took a good hard look at the way you acquire new business? If you answered “never” or “a few years ago” . . . you’re in the majority! I wonder if doing … continue reading »

There was a famous scene in “Mame” where she lost everything she had and depression was setting in. So in the true spirit of a Broadway musical, Mame launched into the song “We need a little Christmas”. They needed a little Christmas because hope was lost and their spirit was broken. In that moment they … continue reading »

I come across way too many sales people who feel they have to be available to their customers 24/7. In some cases, I could see the need for that but in many . . . I just don’t get it! If you really feel you need to be available to your clients 24/7 then please … continue reading »

It’s called rejection and most people leverage it poorly! If you are of the human variety . . . You had deals that were lost. Clients who left you. People who continually said “No” to an appointment. In many cases, with those rejections went two things . . . 1) An opportunity for you to … continue reading »

Starting this week,  it’s going to start to get a bit more challenging here in the U.S.! Prospects begin to mentally “check out” and unfortunately, so will many sales reps! I thought the timing might be right to offer some ideas to help you navigate through the holidays! Here’s What You’ll Gain By Listening Today … continue reading »