Sales Advice from Pablo Picasso

I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: “Learn the rules like a pro, so you can break them like an artist.” You’re probably wondering what that has to do with sales, and it’s simple: Most sales reps’ […]

Sound Like a Professional in 2020

How good (or bad) does your sales team sound when prospecting over the phone? Have you recorded and listened to their calls lately? On Friday, (Jan 3rd), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?” Rep: “Ah, could I speak to the owner […]

Happy Holidays!

Just a quick holiday greeting to all our readers: We hope you have a very merry Christmas (if you celebrate), and a wonderful and safe New Year. It’s our pleasure to post a tip once a week, and we sincerely hope it helps make your selling careers easier and more enjoyable. Just remember: “Sales solve […]

“Can You Email That to Me?”

What’s the number one blow off/stall prospects use these days? “Can you email that to me?” They aren’t saying no, but they are still getting rid of you, aren’t they? And unfortunately, chasing down busy professionals—especially people who don’t want to be followed up with—will make reaching these prospects very frustrating… The solution? Be prepared […]

A Better Way to Upsell

So, here’s what happened last week: I bought a new car and called a local window tinting franchise to get it tinted. The owner answered, quickly took my credit card for the top tinting package, and then attempted to upsell me to his high priced “car wrapping” package (basically a full body protection package). The […]

How do You React to Adversity?

Sales—and life—can be hard at times. In sales, you face a lot of rejection, daily, and yet you need to persevere and overcome in you want to succeed. In life, too, there is adversity and things don’t always go your way. The question it: What is the secret to dealing with life—and sales—when situations don’t […]