Category: Uncategorized

A few days ago, I shared a blog post on how to make your testimonials more legitimate. I held off on one other thought because I felt it deserved it’s own post. I’m going to warn you that this idea is going to seem a tad counterintuitive, but hear me out anyway. Ready? A good … continue reading »

Buyers can easily become skeptical, doubtful and hesitant, causing our deal to stall and even crash and burn! This week, we’re going to talk about how you can use analogies to help make your point in a way; That reduces skepticism, hesitation, doubt and even objections, in a way that; Your competitors are completely missing! … continue reading »

I’m a firm believer in the power of testimonials but; Not so much in the power of the questionable testimonials I see on many people’s sites. What makes a testimonial questionable? The main thing that makes me question a testimonial is the name of the person giving it. Like “Richie D, Massapequa, NY” “Richie D” … continue reading »

For many years I thought coaches were displaced business folk, who needed to pay the bills, and then had a revelation that ended with “I know what I can do; I’ll coach!” Several  years back I changed my thinking and miraculously enough, my results changed too! Here are 3 reasons why I think getting a … continue reading »

The problem with most reps, is that they typically decide on what they’re going to say, as they are either reaching for the phone, or reaching for their keyboard. And before you think I’m this judgmental ass, please know, that for years, I did the same thing too! Please read on . . . So … continue reading »

One of the toughest things I ever had to overcome in sales was my ego! Back then you couldn’t offer me advice or direction, and I sure as hell wasn’t going to ask for it. I mean why don’t I just bow down and acknowledge that you’re awesome and I’m lame! My wake up call was … continue reading »

Chip Heath, co author of Made To Stick once said; The most basic way to get someone’s attention is this; Break someone’s pattern! That statement has prospecting written all over it! Too many times, we find ourselves knee deep in a pattern of; We call, they blow off the call and let it go to … continue reading »

This week on The Sales Playbook Podcast we’re going to have a really frank discussion about some HUGE mistakes you might be making with your prospecting efforts. I offer several things for you to think about and; Hopefully several reasons for you to consider a much BETTER way to generate MORE opportunities! Download this episode … continue reading »

I’m going to keep this short and sweet out of respect for the holiday weekend. I want you to think about your productivity immediately BEFORE this holiday weekend and; Immediately AFTER. Did you “mentally check out”? Did you convince yourself that “nobody buys before a holiday” Or with regard to tomorrow “Nobody wants to talk business … continue reading »

Since the average sales rep only uses snail mail to send the occasional “Thank you” card, I thought it might be time to step in with some fresh ideas. I created a FREE eBook for you, complete with exercises to help you leverage this underutilized venue! Please Click HERE to download your FREE copy. Suggestion: Share … continue reading »