Category: Uncategorized

For many years now, I have taken some time to do something I really can’t do during the week . . . THINK! Don’t get me wrong, this wacky brain of mine is going full force during the week, but there are phones ringing, way too many emails, conference calls, fire drills and all types … continue reading »

Warning: There is zero educational value in today’s blog. It is simply a rant and an opportunity for you to have a quick laugh and say “Eew” several times. What’s up with the increasing amounts of people who feel that the world will stop if they don’t take a call while at the urinal? I … continue reading »

I believe that the deepest form of rapport/credibility happens subconsciously and is more or less a feeling that we can’t articulate. For a warm and fuzzy example of this, think about someone you love and why you love them. Yes, we can create a laundry list of great things about them, but its really a … continue reading »

As many of you know, I am a big advocate of utilizing a sales mix strategy. This simply means having multiple account acquisition strategies such as: snail mail, email, networking, social networking, creative things etc. Let’s chat briefly about the email thing. Did you ever notice that when you call up some companies to ask … continue reading »

I am going to warn you that a portion of today’s blog will be sad and will take on a very different tone than usual. 2 people that I knew passed away last week. One was my Uncle who was in his 80’s and the other someone I really knew of and not personally. He … continue reading »

Last week, I had asked for you feedback on two new launches I’m involved in.2 New Launches and Dale Haeuser responded with the following: One of the things that I would love to see on a sales blog like this is open discussion about real life selling situations that we find ourselves needing feedback on. … continue reading »

I wanted to bring you up to speed on two new resources coming your way within the next few weeks.The first is a new linked in group for sales professionals.The other is a new home for this blog on a dedicated website.I have lots of material to share with you, guests lined up to interview, … continue reading »

Uncle Paul has some statistics for you today and it ain’t gonna be pretty! This might be a good time to crack open that bottle with the ribbon on it that you still haven’t brought home from Christmas. (side note . . . what the hell are you waiting for? Bring the damn thing home … continue reading »

Do you remember that scene when Tommy Boy put on Richard’s coat and started singing “Fat guy in a little coat”? Do you remember what happened? Gold star if you said “The fat bastard tore Richard’s jacket” Holy Schnikees I believe there’s a sales lesson in this . . . Don’t be the fat guy … continue reading »

The Triad Theory The triad theory is a simple tool you can use to increase the amount of plays available to you in your sales playbook. All you have to do is think 3 as in: 3 good responses to each of the typical objections.3 different voice mails3 different 30 second elevator speeches3 different ways … continue reading »