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By the time you read this, I’ll be sitting in my backyard, cigar in hand, having my daily “thinking time” I’ll reflect on went well today and; what didn’t go so well so; I can start the day tomorrow; Being a little be wiser than I was today! I starting doing this 6 years ago, … continue reading »

At the end of the workday today some of you . . . Will go home to your family. Will go “home” to a hotel room. Will go off and do something just for you! Just make sure that wherever you go . . . You leave the good, the bad and the ugly at … continue reading »

I’m going to go out on a limb and assume that you aren’t happy when you lose a deal. But doesn’t it add salt to your wounds, when the buyer goes with that competitor, that you know, represented the absolute SUCKIEST choice? Or how about a buyer, who was so price obsessed, that they ruled … continue reading »

Sometimes we say things in sales, that we’ve accepted as important, but the prospect has no clue as to WHY it’s important to THEM. This typically results in a prospect tilting their head sideways, confused and wondering “Why should I care about that?” Here are a few ideas that will help you; Numero Uno: I … continue reading »

I’ve never had much patience for a sales rep who tells me they don’t have the time to learn. It’s a bullsh*t excuse and someone needs to tell them that! Things are moving too quickly in business today, for any of us to think we’re exempt from learning new things. And let’s be honest, Jim Rohn … continue reading »

In this week’s episode of The Sales Playbook Podcast, I open up and tell you about something that almost cost me my business a few years back. This may sound odd, but I was too concerned about being liked. I was so concerned about being liked by my prospects and even with you, my audience, … continue reading »

For the last 15+ years, I have always ended meetings with prospects with something I call “Resource Positioning”. “Resource Positioning”, in it’s simplest form, is an invitation for your prospect to utilize you as a resource. Pretty basic stuff, right? Not really . . . most people don’t do it and yet it can –       … continue reading »

I’d like for you to ponder something that I’m guessing, you’ve been too busy to think about; Taking the lead when things get competitive! What do you do to ensure that YOU are the logical choice? Are there things you’re doing or perhaps SHOULD be doing prior to the initial appointment? Oh, and I’m not … continue reading »

I asked several groups of sales reps, to ask the people who buy from them a simple question; “What day(s) of the week do you get the LEAST amount of calls, emails etc from sales reps.” Just about everyone came back with “Mondays and Fridays”. Now while this wasn’t an official study, conducted under the strictest of … 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 »