If you are unwilling to prospect, you are an order-taker. If you refuse to do the work of creating opportunities, you are not a rainmaker. You are a rain barrel, sitting empty, eyes pointed towards the sky, praying for rain. The Gods of…Continue Reading
The question asked of me last week was this: “How do you think about making the right decision in sales?”
There is no way you can know with absolute certainty what the right decision is before you make it. But there are ways that you can do a…Continue Reading
It isn’t my fault. I am not responsible. It was something or someone else. There is nothing I can do.
There isn’t a more disempowering belief, nor is there one that will damage your results and the quality of your life more. The human ego is…Continue Reading
Different people at different levels within a company can have different ideas about the money they spend and your pricing. What follows here is a generalization, but it’s useful for making an important point. The people at higher levels within…Continue Reading
The result you are producing right now is not the result you are capable of producing. You are capable of more. You are also capable of better. The results you are producing right now are but a fraction of what they could be. If you are reading…Continue Reading
There are a few reasons salespeople don’t perform as well as they are able—or as well as their companies need them to. You can get super-sophisticated and look at all kinds of data, analyze their approaches, and look at their tools, but in the…Continue Reading
For a long time, salespeople were taught to start their pursuit of their dream client as high up in the organization as possible. The idea was that by starting high in the organization, you could gain the support of “the authority,” and their…Continue Reading
One of the ways that you can immediately increase the number of appointments you schedule is to speed up the pace of those communications, i.e. move them closer together.
Let’s say you are going to call a prospective client four times over the…Continue Reading