I tried to convince my publisher to name my second book, The Art of Commitment-Gaining. They called it The Lost Art of Closing. Some people equate the word “closing” with a self-oriented, pushy, high-pressure form of selling that is now so rare as to be remarkable when you ...
Today marks the first anniversary of my publishing Eat Their Lunch: Winning Customers Away from Your Competition.
Despite the somewhat hyperbolic title, it is possible to have a slow week. But for that to be true, it would indicate that ...
It is always a no until it’s a yes.
Recently, a young man told me that he couldn’t read books because he has a learning disability that prevents him from being ...
For someone to sell, someone else has to buy. It is a single act with two parties. We very much like our linear processes, ...
If you show me your decisions, I’ll show you your ultimate results. Your day-to-day choices project the results you will ...
It is critical that you review your opportunities to explore how you win and address how you might lose. An opportunity ...
My brother-in-law is a football coach. His oldest son started as a quarterback in his freshman year of high school, and he ...
In the past, a time when salespeople were taught to behave badly, you would have been taught several tie-downs that would ...
A new week brings new possibilities. You start with a fresh set of days with which to produce new—and potentially ...
The most frequent question podcast hosts ask me is, “If you could back and offer your twenty-something-year-old self some ...
More content is produced and shared now than at any other time in human history. Because the social sites allow the written ...
For as long as anyone can remember, salespeople have suggested that the very best way to acquire a new client was through a ...
Occasionally I like to take note of what I see in the world of sales. The following obstacles to better sales results seem ...
In Eat Their Lunch: Winning Customers Away from Your Competition, there is a chapter on Capturing Mindshare, a process you ...
There aren’t too many jobs more difficult than effectively leading a sales force. It is a tough role, with as many ways to ...
Stephen Covey wrote that one must become independent before becoming interdependent, that private victories are what allow ...
When you lead with your higher price, you have a chance to justify—and demonstrate—the value you create that is worth paying ...
Your beliefs and behaviors have brought you to this point. If you want to break through to the next level of success, ...
Big goals are magic. Little goals, when they are not milestones on the way to big goals, are something less than magic. ...
