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In this week’s free audio sales lesson we talk about testimonials specifically; How/When To Ask For Them When I Prefer To Offer Them (It’s Pretty Much The Opposite Of When Most People Offer Their’s) Where I Provide Them (One Place Will Surprise You) A Cool Way That I Package My Testimonials So go ahead and … continue reading »

It isn’t easy getting a potential client on the phone these days! There are assistants of the “Gate Keeper” variety, voice mails, Caller ID, people hanging up on you, people telling you “Not interested!” But every once in a while, the stars align and you finally get their ear! Things are looking good, there’s some … continue reading »

Imagine, if you will, someone sending an invitation to connect on LinkedIn. The other party accepts the invitation, and now, wait for it, they are “connected”! They then proceed to rinse and repeat this process several hundred times but all the while . . . They never do a damn thing with all those names … continue reading »

I really think it’s time we have a really frank discussion on why you’re probably missing a considerable amount of opportunities. And just to pour a little salt in your wounds I’m also going to tell you why I think it’s completely unnecessary! Once you recover from the “intervention” I’m about to host on your … continue reading »

I want you to think about how you hunt for new business. Think about the message you typically communicate and the various forms of outreach you embrace. Do you make any of these mistakes? 1) Always Communicating A Message That Says “I want to sell you something” or “I’d like to set an appointment with … continue reading »

  Here are 5 solid reasons to have more than just a phone in your sales toolbox. 1) People just don’t answer their phone any more. If you put all your eggs in that basket, you miss out. And “I’ll just make more calls” is simply doing more of an unproductive activity. To that end, I … continue reading »

In this week’s episode of The Sales Playbook Podcast, I interview Richie DeMarco. Richie is the Vice President of Sales for Eveready Hardware and not only leads their sales team, he’s personally responsible for a large portion of the company’s sales. Yep, Richie still sells! Richie has built a powerful personal brand and has established … continue reading »

I recently facilitated a group coaching call that was comprised of Vice Presidents of Sales and small business owners. I asked everyone how they felt (as customers) when . . . Their cellular company offers a really cool special to new customers and existing customers get nada. Their cable company does the same thing or worse … continue reading »

Many of us have good intentions when it comes to hunting for new business but then a client calls, a fire needs to be put out, TPS Reports needs to be filed and next thing you know, it’s been weeks/months since the last time we hunted. Worse yet, we have the boss breaking our balls … continue reading »

I don’t care how nice you are or how professional you are, sooner or later someone is going to hang up on you when you call to do business with them. What’s an aspiring sales rock star to do? First, let’s talk about what you shouldn’t do. Call back and do the old “I’m sorry … continue reading »