Archive for September, 2017

• Hitting the snooze button: You have less time than you think you do. If you don’t want to leave the important things undone, get out of bed and do those things.
• Watching television: An hour of television is just fine. Two hours is okay.…

The recipe isn’t always pleasant. The results, however, are quite the opposite. You cannot have the results without following the recipe.

The recipe begins with Hard Work. It takes much more Hard Work than most people are willing to provide to…

Selling well is about making effective choices. It doesn’t make sense to open a phone call to your dream client with “Is this a good time?”

If you are calling your prospective client to ask them for a meeting, you don't need much time. You simply…

From time to time, your dream client will answer your cold call and ask you to tell them a little about your company and what you do. You will be tempted to respond to that question by answering it, responding to the prompts you were given. You…

Because you are human, there is no upper limit to your growth. You can be more, do more, have more, and contribute more. Your upper limit is only limited by your beliefs and your actions.

What you are capable of: You can be far more than you are…

There are still too many people writing that effectiveness in sales requires an approach that is mutually exclusive, that you must do “this” but not “that.” Most of the time, the new thing is described as being the right choice, and…

If the most high-end product, service, or solution that you sell was available at the lowest price in the market, selling would be easy. So easy, in fact, that it wouldn’t be selling at all; it would be order-taking.

The price of an offering is…

Your client is not getting the outcome that you promised them when they made the decision to buy from you. Your team is struggling to produce those outcomes, and you are upset that things aren’t going well. You are right to be upset, and you are…

NLP, or Neuro Linguistic Programming, was developed by Richard Bandler and John Grinder. They were studying the most powerful approaches to therapy, including Gestalt and Ericsonian hypnosis, when they recognized that they could help people change…

For many decades, salespeople were taught to find “the” decision-maker, that one person who had the authority to bind a company to a deal. They were taught that they needed to reach the C-suite if they were to create and capture opportunities.…