Waiting for someone else to create your opportunities for you. A lack of prospecting usually proves fatal when it comes to selling well. Your success hinges on your ability to create new opportunities. Not preparing for sales meetings. The most valuable activity in which ...
A prospective client wanted to see the content from a workshop I proposed before he’d consider it. But I had a problem ...
A firewall is a barrier between walls to prevent the spread of fire throughout a building, should one occur. As it pertains ...
You absolutely have to attempt to resolve your prospective client’s concerns that cause them to refuse to meet with you when ...
Hustlers don’t dabble. They aren’t tinkerers. Whatever their hustle, they’re all in. They learn what they need to know so ...
Producing consistent results in sales is difficult. Opportunities can die due to reasons beyond your control. You can lose ...
Selling well has never been easy. And it isn’t getting any easier. To succeed, you need to arm your team with the necessary ...
“We need to make a profit.”
Yesterday, I did a keynote speech with Jeb Blount. A keynote is normally one person speaking, but the client asked us to ...
One of my clients hired me to speak to their clients. They needed another speaker, and I recommended my friend, Jeb Blount. ...
Are you getting things done? More importantly, are you getting the right things done?
A salesperson who doesn’t believe that she is the best salesperson is better than the salesperson who believes that he is.
There aren’t many things that will improve your results as quickly and as certainly as will coaching. I’ve noticed three ...
File this under “tough love.”
Listening is about more than hearing the words being said. It’s also about more than body language. It’s not only about what ...
Today I decided to stop selling and start waiting. I was waiting for opportunities where I could connect and to be helpful. ...
Beware of ideas that suggest that buyers no longer need salespeople, that salespeople can’t create value, or that ...
Even though they can make some people uncomfortable, disagreements and arguments are a critical part of business. Without ...
Here are 8 lies about selling:
I don’t know if there is anything cooler than a light saber. It’s got the old samurai katana thing going on, and it’s as ...
