Category: Uncategorized

Whenever I survey the groups I’m about to train, I break it down into three areas. Generating Leads Closing Business Account Management Pretty much every team selects generating leads as their number one area for improvement. In fact, I’m running a poll over on Twitter, and so far the results are as follows: Have you … continue reading »

You can have a kick ass, award winning plan, but; If you allow interruptions, time wasters, and things that pull you away from the plan; Well, that’s about as good as having a crappy plan, no? That’s why you might want to use a question that provides a bit of a reality check. I call … continue reading »

When it comes to making cold calls, objections can shut us down mighty quick! There’s a simple, 3 step formula I teach my coaching clients and as important as the first 2 steps are; MOST reps miss the third step completely. The third step is; Redirect BACK To The “ASK” If you’re like me, your “ask” is … continue reading »

I’m not sure if you’re interested but forgot to take action or if what you’re really saying is; “No thanks Paul I’m already making WAY too much money!” I’ve been mentioning something timely for the last two days and unfortunately; 5:00 pm EST (TODAY) is actually the deadline if you want to get the early … continue reading »

What do you do when you keep getting stopped by “gatekeepers”? There are some who like tell you to “just keep dialing” which in and of itself is an antiquated philosophy since the last time I “dialed a phone” Jimmy Carter was President. Others will tell you to learn how to work with the “gatekeeper” … continue reading »

Whenever we used to drop our son off at college, I’d make sure we left his campus early enough to get ahead of rush hour traffic. I had to account for several obstacles like construction, other traffic, etc because if we were to get held up along the way, We’d end up timing it in … continue reading »

For most of us in sales, there are 3 things that drive our success; Hunting For New Business Retaining/Wowing Your Existing Clients Growing Your Existing Accounts On the surface, it might seem like just 3 things, but I’m sure we’ll agree, that there are lots of “little things”that go into each those drivers. Oh and … continue reading »

So here we are again, rapidly approaching the final months of 2019.   For those of us in sales, that means a final push in order to finish the year STRONG!   If only it were that simple!   Between now and year end, there are a few obstacles you’re going to have to navigate. … continue reading »

How do you get someone’s attention in the first few seconds of a cold call or the first few words of an email and then; Keep their attention long enough so they hear you out? And; How do you intrigue them enough that they agree to the next step? I break it down into 4 … continue reading »

Here are 10 tactics to consider when trying to reach that hard to reach decision maker; 1)   Are you using your social network to get warm intros to your prospects? It can make a world of difference. Don’t know how to use your social network to get warm intros? Click HERE to enhance your Jedi skills young … continue reading »