Take the Path of Most Resistance

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Electricity follows the path of least resistance. So does water. And so do too many salespeople. Your very best prospects already have a partner who provides them with whatever it is that you sell. They trust that partner, and as far as they know, they are completely satisfied. … [Read more...]

Right Now

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Right now you could be nurturing your dream client. You could be reaching out to communicate something of value that they could use to immediately think differently or produce better results in their business. Right now you could be prospecting. You could be on the telephone now … [Read more...]

A Note to Entrepreneurs on Leading Sales

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“How do I lead and manage a sales force having never had any sales experience?” I’ve heard the same question three times in as many days, although it was worded a little different each time. One entrepreneur asked me for the one book he should read to try to get up to speed as … [Read more...]

The Hustler’s Playbook: The Only Gatekeeper Is Your Willingness

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As a young kid fronting a rock-n-roll band, I moved to Los Angeles in hopes of being discovered. In the days before the laptop and the Internet, you went to Los Angeles to play the Sunset Strip and wait for an A&R person from the record company to make you a star. You needed … [Read more...]

The Price You Pay for Success

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Want to know what stops you from succeeding: comfort. Not the lack of pain or suffering. Just a lack of a real discomfort. The remedy is discipline. Discipline is a willingness to be in a state of discomfort now so that you can have something of greater value later. The price … [Read more...]

What It Takes to Produce Higher Quality

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Quality = Investment + Time + Effort Quality requires a greater investment. Quality costs more to produce. If you start with cheap, poor quality inputs, you automatically end up with poor quality outputs. It costs a good bit more to begin with higher quality inputs, but the … [Read more...]

13 Ways to Resolve Concerns and Get to Yes

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Before your dream client makes a decision, they suffer through a period of indecision. They worry about making a mistake. They have concerns, and it is your job to help them resolve those concerns. References: Some of your dream clients will be confident moving forward with … [Read more...]

Nothing New Here

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The timeless principles are timeless for a reason: they’ve stood the ultimate test, the test of time. Time has a way of sorting the wheat from the chaff. But some don’t understand that the big principles, the enduring truths, are what really matter. They want something new. If … [Read more...]

7 Sales Management Mistakes You Can’t Afford to Make

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Missed your number? Struggling? Here are seven sales management mistakes. It’s likely that a combination of a few of these are what ails you. Not building a hunter’s culture. If you are a sales leader, you need to create a healthy culture. That healthy culture needs to … [Read more...]

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