Good morning everyone! I just returned from a “Day of Development” seminar in Charlotte with the Jon Gordon company. Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc. Check them out on Amazon if you’re interested in learning more. There was a lot of great stuff in the meeting, and […]
How to Handle the Email Blow-Off!
What’s the number one blow off prospects use these days? “Can you email that to me?” If you think about it, that’s the perfect stall. They aren’t saying no, and it implies they might be interested . . . but face it—they rarely are. Not only is it hard to get prospects back on the […]
3 Interviewing Mistakes to Avoid!
Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it? I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Study these […]
How to Handle, “I Want to Think About It.”
Ah, the amorphous, “I want to think about it . . .” At first glance, this seems hard to handle because it’s not really an objection, rather, it seems more like a stall. Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. […]
How to Handle, “Your Price is Too High”
Based on how successful my last blog was on handling the objection: “We’ve Already Got a Vendor for That,” I thought I’d give you another proven response to help you overcome the objections and resistance you get daily. In this case, “Your Price is Too High.” The reason this is such a common objection is […]
How to Handle, “We’re Already Working with Someone.”
I don’t know why sales reps still have trouble handing this typical blow off. They know it’s coming; they get it daily or weekly, yet many still struggle to handle it effectively. . . . The way to not only handle it, but to overcome it is to be prepared in advance with a proven, […]
Overwhelmed With Your Goals? Do This!
Happy New Year! Overwhelmed by all your “to-do” goals? If so, then take a tip from Brian Tracy and do this: Make a list of your top ten goals for the year. Think about what’s most important to you in the different areas of your life and write down ten things. Next, prioritize that list […]
Three New Year’s Resolutions for Improved Sales
2024 is just around the corner. What are your plans to make this your best year in sales ever? Here are three things I did all those years ago that changed my sales career, and my life, forever: #1) For the first ninety days in 2024, make a commitment to listening to at least ONE […]
Avoid this “Ghost” of Christmas Future
Do you remember Dicken’s book, A Christmas Carol? While reading this this December, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. Here’s what happened: I was on my way to consult with a new client one […]
Sales Lessons from Google Fiber
A few months ago, both AT&T, and then Google Fiber, dug up our street and lawns and bushes to install fiber Internet cable. AT&T then sent a letter announcing superfast speeds and made an offer for first time subscribers. And then nothing from them. Google Fiber did things differently. They also sent out a letter […]