On Recognizing Bad Advice on the Internet

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The Internet is the world’s largest and most complete advice column ever assembled. Anyone and everyone has the power to offer you their advice on any number of topics, regardless of whether or not their advice is sound. This means you will find good advice, bad advice, and … [Read more...]

Ten Mandatory Sales Disciplines

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Closing: The discipline of closing is the gaining of commitments. This is the first discipline because commitments are what allow you to create opportunities, create value, and win deals. This is the first discipline. Prospecting: The discipline of prospecting requires that you … [Read more...]

How to Lose a Deal

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Engage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real sales calls. If your prospective client wants you to fill out an RFP, RFQ, or RFI, do it. If they want an arms-length process, give them what they want. … [Read more...]

The Real Story Goes Unreported

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Your attitude is important. You have to protect yourself from negativity, lest you become infected. If you turned on the news today, you heard divisive political stories, frightening news about the spread of a dangerous virus, the horrors of war, an earthquake, and problems on … [Read more...]

Helping Those Who Won’t Help Themselves

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You can’t want something for someone who doesn’t want it for themselves. It doesn’t matter that you can see what they could become, that you see talent being wasted, or that a potential financial gain is being lost. Until they want it for themselves, nothing you do will make a … [Read more...]

Your Personal Sales Style

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There is no sales “style” that is winging it. It isn’t a “style” to go into a sales meeting unprepared or unable to create value for your client or dream client. That “style’ is called lazy, and it has never been effective nor has it ever been fashionable. You aren’t making a … [Read more...]

7 Things I Was Never Allowed To Do

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A few months ago I started dedicating my Saturday blog post to the Hustler’s Playbook, my ideas about the beliefs, attributes, and actions that lead to success. A lot of it is mindset. Recently a friend told me he looks forward to the Hustler’s Playbook posts on Saturday, and I … [Read more...]

On Snake Oil and Medicine

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The people who sell snake oil stand on boxes and shout about it’s great value, how it has changed lives, how you will never be the same. They promise fast, effective, easy answers to serious problems. They’re great at their pitch. These hucksters want you to believe that the … [Read more...]

If You Feel This Way About Your Clients You Won’t Have Them

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I’m troubled when anyone really complains about their customers. I am mortified when that person occupies a leadership role. A fish rots from the head, and rot it will. When a prospect presents you with a challenging business problem or a need that is difficult to serve, you see … [Read more...]

On Champs and Chumps

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Champs pick up the telephone, call their dream clients, and book their calls. Chumps send an email, avoid the call, and hope their dream client emails or calls them for an appointment. Champs ask their clients for the commitments that will help their dream client get the … [Read more...]