Let’s face it — prospecting by phone is hard. It doesn’t matter if you’ve done your social media homework on LinkedIn and found a distant cousin in Utah, if you’re making, fill in the blank here (“unexpected calls”, “prospecting calls”, “discovery calls”, “cold calls”, etc.), you’re going to get resistance. And if you want to […]
Your Comfort Zone and Your Success
“Everything you want in the world is just right outside your comfort zone. Everything you could possibly want!” – Jennifer Aniston, actress I once heard a joke that goes like this: “The only reason there are matinee movies in large metropolitan cities is for commission sales reps who have hit their comfort zone income early […]
How to Handle: “We’re happy with who we’re using…”
First of all, I’d like to thank all of you for making my new book release a HUGE success on Amazon! Power Phone Scripts is the #1 New Release in the Retail Industry! If you haven’t had a chance to get your copy, then simply click on the book link at the bottom of this […]
How to Overcome the Top Three Objections in Sales
There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry. And here is what it is: 80% of the selling situations, the stalls, the resistance, the objections you get into today, you’ll get […]
The Importance of Following Up
Let me ask you this: If you just met with a really hot prospect, how long would you wait before you followed up? A day? A couple of days? A week? Here’s my experience with a couple of real estate agents a while ago: My wife and I were selling our home and interviewed some […]
Whatever You’re Thinking, Think Bigger
Whatever You’re Thinking, Think Bigger. –Tony Hsieh, entrepreneur You’ve probably heard the expression that “Life is a self-fulfilling prophesy.” Nowhere is that more immediately apparent than in the world of commission sales. As you look around the company or industry you work in, I’ll bet it’s true that some reps, the top producers, are making […]
Pre-Order Power Phone Scripts Today!
Great news! My brand new book, published by Wiley & Sons: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales, is now available for pre-order! Get Yours Today: Amazon, Barnes & Noble, Books-A-Million Power Phone Scripts is packed with so many new and fresh scripts and approaches you and […]
General Patton on Singleness of Focus
“You must be single-minded. Drive for the one thing on which you have decided.” –George S. Patton Jr. U.S. Army General I don’t know about you, but I’m a big multi-tasker. This is especially true at work. When I get in each morning, I look at my calendar of to do’s, and as soon as […]
Hard Work Pays Off: I’m So Annoyed My Father Was Right
“Hard work pays off. I am so annoyed at my father for being right about that.” –Lena Dunham, actress This quote sure struck a chord with me. I can still hear my own father telling me how important hard work was. He used to say, “There’s no substitute for hard work, Michael.” And he used […]
A Kick in the Teeth May be Good for You
“You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you.” – Walt Disney When I read this quote, I immediately resonated with it. The kick in the teeth came for me when I lost one of the most important sales in […]