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It was almost 27 years ago to the day that I agreed to meet my guitar teacher at a local cemetery! I thought it was a tad odd, but I was really into Ozzy at the time and thought  communing with the dead might give me some musical insight. I was wrong! In fact (pinkie … 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, … continue reading »

I originally posted this a while back and thought it might be time to repeat the lesson 🙂 If you’ve been reading this blog for any length of time, you should know by now that I’m a big advocate of the handwritten thank you note! By now you’re probably sick of hearing me say things … continue reading »

As a small business owner, I’m on the receiving end of some really awful attempts by sales people to get my attention. Time out: Right about now you might be thinking “Oh great, another holier than though sales trainer, criticizing the heck out of some poor sales rep!” Think again sister! First of all, you … continue reading »

I’m about to engage in some serious slowing down this weekend. I have a pot of my favorite coffee brewing. I have a book I want to read. Some cigars in need of smoking and a campfire that needs to be had. I’m not sure about the rest of the weekend because I plan on … continue reading »

The reality of having a bad week in sales is that it most probably didn’t wait until Friday to show it’s ugly face. There may have been little things all along that weren’t done, perhaps not done at 100% etc. Much in the same way  that . . . Bad days don’t wait until 4:55 … continue reading »

Sometimes we get so caught up in finding the perfect words or . . . The perfect timing and as a result . . . We just don’t ask for certain things. For example . . . Right now, you have clients who love you. Have you asked them for a testimonial? Have you asked … continue reading »

Last week, we talked about how familiarity can breed no attempt. I decided to save 4 key mistakes we make just for this week’s free audio sales lesson! Here’s What You’ll Gain By Listening Today . . . 2 things that sales reps, pretty much STOP doing the moment a prospect becomes a client. The … continue reading »

I was talking with someone in my network in my last sales life who said something along the lines of “Let’s say your company was a company that used our type of product which I know you don’t” I stopped him and said “I have 3 companies that are resellers of that type of product … continue reading »