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 […]
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 […]
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 […]
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 […]
Happy Halloween, everyone! If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now. I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss […]
Greetings to you on an early fall morning! I hope the changing of the seasons inspires you as much as it does me. 😉 Speaking of inspiration, here are some of my favorite quotes for you to enjoy today: “If one asks for success and prepares for failure, he will get the situation he has […]
Actual voicemails I’ve been receiving lately: “Hi Mike, this is Megan. Can you call me back at (phone number)? Thanks!” And what do I do with these voicemails? Delete. This is one of the oldest poor sales techniques in the world, and it just SCREAMS: I’m cold calling and trying to trick you into calling […]
Hello everyone! Thank you for all the best wishes on my new book, The Owner’s Manual to Life: How to Worry Less & Enjoy Life More. Finding ways to remain calm and collected during our busy jobs in sales is certainly needed! If you’ve been interested in learning more about the book, I’d like to […]
I hope you all had a great Labor Day weekend and that you’re charged up for the best time of the year: fall! Starbucks already has pumpkin lattes out, and the stores are already stocking fall items—make me giddy just thinking about it! As some of you know, today, September 5th, my new book, The […]
Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Get it wrong, and that could mean the end of your call—and your chance to make a sale. Given how important this step is, […]
