Transform your interactions: practice courtesy and kindness

In today’s world of communicating through texting, memes, and hashtags, we’ve lost the warmth and underlying decency that make our everyday interactions enjoyable and respectful. Though we’re sometimes not aware of our tone and demeanor, other people do feel its impact, and they react to it as well. A few years back, my wife and […]

Sign-Up to Receive Quotes Like These

Do you enjoy quotes like these? “Next time someone tells you ‘never,’ remember that means ‘not for at least one hour.’”—Jeffrey Gitomer “I’ve failed over and over and over again in my life. And that is why I succeed.” —Michael Jordan “Talent is cheaper than table salt. What separates the talented individual from the successful […]

5 Life Quotes You Will Enjoy

Do you enjoy inspirational, motivational, and wisdom-packed quotes? They always seem to make the day brighter for me. I’ve collected and shared quotes with clients, friends, and family members for years. In fact, this was the motivation behind my latest book: The Owner’s Manual to Life. Some of these quotes include: “We either make ourselves […]

Stop Beating Yourself Up!

Have you ever observed your self-talk after you lose a sale? Mine used to go something like this: “Darn it! I suck at this!” “This product will never sell!” “The leads are trash, and I actually agree with some of my prospect’s objections!” “I wonder what I can sell that’s easier than this?” “Should I […]

The Simplest Way to Qualify

Problem: Salespeople talk too much when they finally get a prospect on the phone. They pitch features and benefits instead of asking questions and qualifying. They talk over their prospects and generally learn very little about what it takes to close a sale. Result? They may get some leads out and set up some “demos […]

Second Quick Fix to Get Your VMs Returned

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned), here is the second quick fix: Stop trying to trick your prospect! Everyone knows that a partial message like: “Hey _______, this is Mike. Call me back as soon as you can…” just reeks […]

Improve Your VM Callbacks with This One Simple Fix

It happened just this second. . . I checked my voicemail and found two messages. One was from a business owner who wanted to speak to me about training for his sales team. The other was a vague message from someone named, “Ty” who just said, “Hey Mike this is Ty; call me back when […]