Category: Uncategorized

Carol sent me an email,  on a topic, we all struggle with . . . getting through to prospects! She writes . . . Uncle Paul, The majority of the prospects I’m trying to reach are pretty close to impossible to get a hold of. I’m not getting stopped by gatekeepers, I just always get … continue reading »

Could It Really Be Possible… That The Phone Is STILL An Effective Tool, When Study After Study Has Pronounced The Cold Call Dead?” The Answer Is An Emphatic “Hell YES!”   What those studies typically fail to tell us is that many of the people surveyed either weren’t trained or were trained with some 1970’s … continue reading »

I’ve been noticing a bit of a trend lately.  I even stepped back, counted to 10 and asked other execs for their thoughts before showing up with my soapbox to complain. There’s this maneuver where you call a prospect and after you leave a voicemail, you immediately email referencing the voicemail. That’s a “double tap”! First … continue reading »

Have any (or even all) of your clients pigeonholed you? We become “pigeonholed” whenever a client labels us the person they go to for one thing but meanwhile we offer many other things they’re buying from someone else. The reasons for this can vary but more often than not, it’s a simple awareness thing. This … continue reading »

In this week’s Quick Tip, I tell you all about a mistake that cost me over $250,000 in commissions that I’m pretty confident you might be making right now! Before you scroll down to check out this week’s free audio sales tip, click HERE from your smartphone to download The Sales Playbook app! This way you’ll never … continue reading »

Pop Quiz: You call a potential client (cold) and they hang up on you. What do you do? Perhaps we should start with what you shouldn’t do. Call back and do the old “I’m sorry but we were disconnected” thing. I’ll get to why in a moment. Next, don’t expend a whole heck of a lot of … continue reading »

You are going to love this post today! It’s short and to the point and will help you own your day. Presenting . . . Two Time Management Phrases You Need To Know! Numero Uno:  (I have stolen this from Tim Ferris) “I really can’t- sorry. I’ve got too much on my plate right now” … continue reading »

This is a post that quite frankly, I should have written several months ago BEFORE many of you set the dates for your annual Sales Kickoff Meeting but what the heck . . . There are many of you who have clients and prospects who go on “Mental Sabbatical” right after Thanksgiving and that means … continue reading »

  This is a guest post from Gerhard Gschwandtner, the founder of Selling Power magazine and host of the Sales 2.0 Conference. There is no more important factor to personal and professional success than our inner mindset – the set of attitudes and beliefs that influence and shape our behaviors. That inner mindset is reflected by … continue reading »

Let’s face it, most Sales Meetings suck! Many of them have way too much administrative minutia, are easily hijacked by someone going off on a tangent, perhaps a brag fest from the veteran who you need to continually make a note to give a damn about. Part bitch fest, beat up session and perhaps some … continue reading »