Tony Robbins tells the story of this Priest who delivered the same sermon Week after week . . . after week! After a few weeks of this, a few members of the parish approached the priest and brought it to his attention. Respectfully of course! The priest heard them out, smiled and said . . … continue reading »
Whether a client says it to your face, behind your back or simply thinks it, your offering is subject to . . . How is this better? What’s the difference between this and your competitor’s offering? What’s the difference between this and simply doing nothing? And perhaps even a “So what?” or three! What’s a … continue reading »
You usually can’t make an appointment with them They show up when they want to, on their terms and unannounced! They are masters of the impeccable timing thing and will show their face when your pen isn’t handy or when you kid yourself that you will get back to them later I suspect that many … continue reading »
A few months back, I was reading a really cool book called: Mojo: How to Get It, How to Keep It, How to Get It Back if You Lose It by Marshall Goldsmith. The author references an interesting study conducted by DDI where they found that the average American spends 15 hours per month criticizing … continue reading »
1) Use This Time For Some Of Your Internal Discussions: If you are continually bombarded with people who chew up your time at work, consider using your drive time for this. Doing this helps you maximize the time in your office and helps you stay on task. One quick disclaimer: You’re not going to get … continue reading »
I come across way too many sales professionals who only cling to one or perhaps two different ways of approaching prospects. In today’s podcast we’re gonna “go there”! We’ll start with how I define an effective sales mix and 4 solid reasons why you should consider it. Next I offer several suggestions on how you … continue reading »
I’ve consulted with numerous organizations and trained and coached somewhere north of 3,000 sales reps over 27 years. There’s one piece of advice that hasn’t changed much other than perhaps how I package the advice. “Protect your culture” BS starts with a single act . . . stop it at the door! Greatness begins with … continue reading »
I kind of feel like a representative of the “Dark Side” when I say that sometimes people can “feel our anger” in the words we write. And if by chance you feel that the word “anger” is a tad strong, would you at least agree that people can tell when we might have the proverbial … continue reading »
By now, you’ve probably heard the news that participating in Linkedin discussions is a great visibility strategy for you. I thought it might be helpful to offer you a few guidelines that have served me well. 1) Don’t Post And Run: By far one of the quickest ways to look like a tool. Call me … continue reading »
I remember sitting in traffic and just despising the fact that this was how I had to start my day . . . every day. One day I changed that and decided to go to work via “The Beach Road” To get to the beach road, I needed to drive 10 minutes in the opposite … continue reading »
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