Blog

I can safely write about this now because it happened like 15 years ago and I no longer fear a retaliatory strike from my wife. I was starting a new job and was talking with my wife about it  when she said something that really insulted me. She said something along the lines of “Don’t … continue reading »

Dumbest opening to any blog ever coming at cha in 3,2,1 . . . Most sales reps, who’ve been working a territory longer than a few years are somewhat busy. I know, it’s statements like that that make me a sales thought leader. Look at me now dad! They are busy with their current accounts. … continue reading »

Do you remember that goofy test to see if you follow instructions? It starts off with a clear warning to read all the instructions before beginning. Then it has you doing a series of things like “stand up” “go to the door and knock 3 times” “march in place” then you get to the final … continue reading »

I always feel complimented when of one of my readers recommends my training services to their boss! In an ideal world, this would result in a sale every time but you and I know life doesn’t work that way. One of the most troubling rejections I get from time to time is in the form of … continue reading »

So I bet you read the title and figured I’d write something about hanging out with your family or perhaps “taking a chill” and relaxing? Not today! Instead, I’ll offer you a strong reason to slow down and a productive method to help you get there. One of the best reasons I would offer is … continue reading »

Here it is . . . painfully simple thing coming at cha in 3,2,1 . . . Right now email your prospects. Email your (US) connections on LinkedIn too and simply . . . Wish them a Happy Labor Day! It will inspire good will. It will put you on their radar screen. It will … continue reading »

Me 30 lbs Lighter And A Shaved Head For Good Measure 🙂 For the better part of a decade I have been overweight. Not 5 or 10 lbs . . .I’m talking big time overweight. I can’t say it affected my self image because you don’t do what I do for a living if you … continue reading »

You’ve heard the one about . . . If you always do What you’ve always done . . . You’ll always get . . . What you’ve always gotten! I bet you’ve heard that one way too many times so . . . I’m sure you won’t have any problem challenging what it is that … continue reading »

To the point where you will take action. As you read this the wrong person is taking your your opportunities and ultimately, your money! They don’t have your level of experience. Their products and services are inferior. When it comes to servicing  accounts . . . you could take them in your sleep. Sales skills? … continue reading »

My guitar teacher and I were working on some improvisational skills when my teacher pointed something out to me that really hit home. In a very respectful way he told me that while my playing was good, there were certain things that I was continually “defaulting” to. And while those things were also good, they … continue reading »