The very concept of sales creates a lot of anxiety for some people. Fear is one of the biggest obstacles for most sales professionals. But fear isn’t the only thing that does you a disservice; there are other responses you need to shed to perform better in professional ...
You only grow when you put yourself in situations that cause you to stretch beyond your existing capacities.
If a prospect was good enough for you to have competed for their business in the past, then they’re good enough to pursue ...
The waiter that was serving my family lunch in a nice New York City restaurant started chatting with us after dinner. He ...
Anthony Robbins says, “People change for two reasons: inspiration or desperation. And mostly desperation.”
There is power in silence.
Anthony first became aware of Nancy Duarte when he watched the Al Gore TED talk that featured the slide deck created by ...
Force is the choice of those who lack influence. Force is the choice of those who lack the ability to produce results ...
A couple of years ago an entrepreneurial salesperson came up to me during the workshop I was facilitating to tell me that ...
Most of your “shoulds” are really “musts.” And most of your “musts” are really “shoulds.”
The title of the post was inspired by David Allen, founder of GTD (Get Things Done); if you listen to him enough you’ll hear ...
I was fortunate enough to attend Harvard Business School’s Owner/President/Management Executive Education program. Professor ...
Hustlers have higher incomes and generate greater wealth than non-hustlers. This is the byproduct of hustling. The reason ...
There is no reason to try to trick your prospect into buying from you. That isn’t what professional people do. By trying to ...
Many people hate sales because they don’t understand that it’s not about getting money from people, it’s about serving them. ...
New business is sexy. The thrill of the chase and the resulting win is exciting. The brand new money from a brand new client ...
“We are losing money on every transaction, but we’re going to make it up in volume.”
This post was originally a Sunday newsletter. If you ever want to know what that newsletter is like, here is a sample. This ...
There is an old joke about how to have a small business. It goes like this, “You know how to have a nice small business?” ...
In sales, fast is slow and slow is fast. This means the more time you take to to be present, create value, and help your ...
“Playing to win” is different than “playing not to lose.” The actions you would take to win are different than the actions ...
