Category: Uncategorized

A bad day in sales doesn’t wait until 4:59 to happen . . . Its the sum total of everything you either did or (in many cases) didn’t do, every minute and every hour that brought you there. By that same logic . . . A bad week never waits until Friday at 4:59 A … continue reading »

  There’s a question that I’ve been asking participants in my training programs and it immediately changes the tone. The room typically goes fairly silent, eye contact is usually broken and for about 30 seconds or so; it gets a tad awkward. Before I tell you what the question is, I don’t think for one minute, that … continue reading »

In this week’s Quick Sales Tip, I offer several suggestions, on how you can either get your year back on track, or (if your year is already on track), how you can keep it on track! I piled a lot of gems into this short lesson, so please take a few minutes to enjoy this … continue reading »

Actually I lied . . . What I’m about to share ISN’T perfect for a Sunday morning . . . It’s the perfect activity EVERYDAY! So here it is . . . Make sure, that aside from taking the time to plan; You also carve aside “Thinking Time”. The average person has between 60,000 and … continue reading »

So here it is . . . Make sure, that aside from taking the time to plan; You also carve aside “Thinking Time”. The average person has between 60,000 and 90,000 thoughts each day. Many of those thoughts contain subconscious answers to challenges and opportunities in your business. But its hard to snag those ideas … continue reading »

Earlier this week, I made a huge mistake, that could have ending up costing me north of $60,000 over the next 3 weeks. Before I go into the details, I want you to resist your urge to dismiss this when you hear what I did. You’ll probably think “What does this have to do with … continue reading »

Webster defines propinquity as “nearness of blood (kinship)” and “nearness in place and time” Aside from us all having a new word we can drop in the sales meeting this week, I believe you need to know this word. You can create “nearness” and “kinship” by making sure you’re “showing up” regularly with your prospects … continue reading »

Let’s face it . . . you’re busy! You have all kinds of sales tasks that you need to complete each and every day but unfortunately . . . some of them take you away from prospecting! If you’re like many sales professionals, that can lead to inconsistent prospecting which can hurt you in (at … continue reading »

Sales can be a really funny thing! When we’re running lots of appointments with prospects . . . We aren’t prospecting for new business and . . . We have less time to service existing clients. When we’re trying to service our existing clients . . . We have less time to prospect and less … continue reading »

If you’d like to build your book of business but struggle with finding the time to do it, read on. When we’re out running new business appointments, sometimes we get too busy to set new appointments or worse yet; Sometimes we end up neglecting our existing clients! Now when we’re servicing existing accounts, somehow our prospecting … continue reading »