Category: Uncategorized

During our last free sales lesson we discussed how our biggest competitor is no long anyone else who sells the widget we’re selling; it’s everything else that competes for our prospect’s/client’s attention. This week, we’re going to expand on a really important thing when it comes to getting (and keeping) someone’s attention; Our ability to … continue reading »

Just the mere fact that we refer to an assistant as a “gatekeeper” pre supposes a negative dynamic. One where we need to go around, go over and in some cases; plow through! Not sure if that lends itself to a collaborative relationship! Here’s something else to think about: Our first, continuing and lasting impression … continue reading »

I can safely write about this now because it happened like 15 years ago and I no longer fear a retaliatory strike from my wife. I was starting a new job and was talking with my wife about it  when she said something that really insulted me. She said something along the lines of “Don’t … continue reading »

Dumbest opening to any blog ever coming at cha in 3,2,1 . . . Most sales reps, who’ve been working a territory longer than a few years are somewhat busy. I know, it’s statements like that that make me a sales thought leader. Look at me now dad! They are busy with their current accounts. … continue reading »

Do you remember that goofy test to see if you follow instructions? It starts off with a clear warning to read all the instructions before beginning. Then it has you doing a series of things like “stand up” “go to the door and knock 3 times” “march in place” then you get to the final … continue reading »

I always feel complimented when of one of my readers recommends my training services to their boss! In an ideal world, this would result in a sale every time but you and I know life doesn’t work that way. One of the most troubling rejections I get from time to time is in the form of … continue reading »

So I bet you read the title and figured I’d write something about hanging out with your family or perhaps “taking a chill” and relaxing? Not today! Instead, I’ll offer you a strong reason to slow down and a productive method to help you get there. One of the best reasons I would offer is … continue reading »

Here it is . . . painfully simple thing coming at cha in 3,2,1 . . . Right now email your prospects. Email your (US) connections on LinkedIn too and simply . . . Wish them a Happy Labor Day! It will inspire good will. It will put you on their radar screen. It will … continue reading »

Me 30 lbs Lighter And A Shaved Head For Good Measure 🙂 For the better part of a decade I have been overweight. Not 5 or 10 lbs . . .I’m talking big time overweight. I can’t say it affected my self image because you don’t do what I do for a living if you … continue reading »

You’ve heard the one about . . . If you always do What you’ve always done . . . You’ll always get . . . What you’ve always gotten! I bet you’ve heard that one way too many times so . . . I’m sure you won’t have any problem challenging what it is that … continue reading »