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Companies spend a tremendous amount of time and energy crafting value propositions. Too many times their sales meetings and conventions turn into a brainwashing session in how to deliver the value proposition. Meanwhile . . .the customers and prospects could care less. Why? Because it was based on perception and not in reality It was … continue reading »

The other day I was making my way towards a busy line at the bank when a woman started to cut me off. In that instant I remembered that it’s the holiday season and stepped aside and said “After you Ma’am.” I made a note to self. Over the weekend, I found myself racing and … continue reading »

A few months back I had a major “Aha” moment. I realized that as much as we’d love to be able to continually learn, we all have challenges. For some, its a time thing. For others its a straight up cash thing. And there are quite a few people who are not digging the whole … continue reading »

There’s something you need to know about me and you don’t have to like it . . . My heart has ultimate editorial power on my blog so if something moves me, and strikes me emotionally I’m going to write about it. Failure is an unfortunate part of life (it’s actually a really cool part … continue reading »

A while back, I was listening to that song “We need a little Christmas” and it made me think of these 50 Random Thoughts For The Holidays . I tried my best to create it with the goal of bringing you a smile and a dose of perspective. Sometimes we forget some some really important things … continue reading »

Let’s get the obvious one out of the way first. Your clients: You would think this was a no brainer and yet, many people miss this one completely! For some, it’s an “I’m too busy” thing. For others it’s a “bah humbug. I don’t get into the holidays” attitude. Either way, it’s an opportunity to … continue reading »

Sometimes we complicate things and in the process of complicating, we zip right by the obvious. Stephan Schiffman mentions a really cool technique in his book Cold Calling Techniques That Really Work. He mentions that one of the easiest things for us to say in response to a phone objection is simply “Why don’t we get … continue reading »

Podcast Powered By Podbean Download this episode (right click and save) There are mucho opportunities that are missed this time of year with both clients and prospects and even coworkers believe it or not. This week, I have 7 tips to help you with your sales efforts and at the very least . . .help … continue reading »

Podcast Powered By Podbean Download this episode (right click and save) I was talking with yet another person in my network who feels that good old fashioned human relations skills have diminished amongst business people today. Before you think we’re taking a trip to “Negative Town” today, this is actually a huge opportunity for those … continue reading »

Make yourself a deal that you will at least give something a try that you’ve been avoiding. Then make yourself a deal that you will stick with it. The last part of the deal is to reward yourself somehow. When I first started in sales, one of my mentors challenged me to hit the phones … continue reading »