Your body may be sitting across from your prospective client, but your mind may be somewhere else, somewhere very far away. It might be thinking about some problem or challenge you are experiencing now. Or it could be off somewhere in the past,…

There is no secret to productivity. Everything you need to know about how to be more productive can be summed up in a single sentence: Do what is most important first and to completion. There is nothing else you need to know because that covers…

Even though there is no reason to create unnecessary conflict with your prospective client or client, there tends to be the opportunity for conflict when asking for commitments. There can be conflict even in the simple ask for time, a meeting, or…

One of the unhealthier things we do in sales is to believe that our loss was due to the competitor having a better product or solution. The truth of the matter is that the loss is always due to being outsold.

The competitor has a better product…

Today is July 4, 2018. Here in the United States, we are celebrating Independence Day, the day we cut the ties that bound us to another people and set off on our own. The Founders liberated us and set us on the new course. At that time, no one…

There are people who believe that the choice of medium is the dominant factor for producing results when prospecting. They believe that the tools are what produces a better outcome, that some choice of medium is so much better than another that…

Hope. The very word suggests that one believes what they want is out of their control. Something unavailable to them without divine intervention. It suggests passivity and waiting. Hope and waiting are the twin diseases of the disempowered, those…

You will always find the results you want on the other side of the changes you need to make to have them. If what you were doing now would produce the results you want, there would be no gap between your results and your goals. If the strategy you…

One of the more important skills one needs is to develop is the skill of self-development and improvement. It is also one of the more difficult skills to acquire, unless one happened to be born with the deficiency need for growth. Without the…