Tonight a telemarketer called my Mom’s house. The telemarketer began the call with this: “Can I please speak to the male head of the house?” My Mom hasn’t been married or lived with a male head of household (whatever that is) since 1974. She is a very successful ...
From the mailbag: “How do you do collections while still trying to build relationships?”
I know that you love your opportunity. You’ve had this opportunity for a long, long time. You were thrilled when you got it, ...
Your clients expect you to help them understand the return they will receive on the money invested in your product, service, ...
If you aren’t producing the sales results that you need, don’t look for magic bullets. The answer that you are searching for ...
Your dream client can tell whether or not you really care about them or whether you are just trying to make a sale. They can ...
I am not going to sugarcoat this, and I am not going to be polite.
Do the work that needs to be done. Have a great attitude. Play hard. Stick to it, even when it gets tough. Don’t wait. Take ...
When your dream client signed on for a presentation, they weren’t expecting that their commitment would include all 4,201 ...
Listen to interview here.
Your business is different than other businesses. And your business is different than your competitor’s. You have different ...
Selling well now is more difficult than ever. And we in sales aren’t taking the right actions to match this new reality. ...
You just found out your dream client chose a new supplier. Not only were you not chosen, you weren’t even invited to compete ...
High value activities are the activities that produce your most important outcomes. These activities produce the results you ...
If you have a business, you only have that business because you have customers. If your business is growing, it is because ...
Short answer: Because you aren’t making enough calls.
The more desperate you are for a deal, the happier your ears become.
It’s tough to win on a battlefield that has been shaped by your competitor. If your competitor has built the relationships, ...
Sometimes things go horribly wrong. You lose your mojo. You find yourself in a slump. You miss your number. It feels like ...
For all the talk of relationship selling being dead, I am still long human relationships. Your best relationships are based ...
Sometimes your biggest time drain can be your existing clients. I am not talking about the time you spend with your clients ...
