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Make Human Calls

We are in the middle of a pandemic, and our customers and prospects are more available than they’ve ever been. They are not running around to meetings. They are not traveling anywhere. They are at their desk like we are. They sit with their phones nearby, as we do....

If You Are Struggling…….

If you are struggling… …this newsletter is for you. If you are struggling in your sales work… If you are feeling out of sorts… Or anxious… Or down… Understand that you are not alone in this. Most of us are feeling out of sorts. Most...

The No’s Get Us To The Yeses

I’ve been thinking and talking a lot about rejection lately. So many people are uncomfortable hearing “no” from customers. This makes sense, of course. Who likes to be rejected? Here’s the thing though: the no’s get us to the yeses. Without them, we do not get to yes....

Empathy, Kindness and Grace

I am doing more than 40 podcast and influencer interviews for the launch of my upcoming book. (All the details on the new book are forthcoming, it’s a bit early yet…) I had a pre-interview interaction with one of the podcasters that was so unpleasant and...

Following Up Will Make You Rich

Years ago, a friend said this to me: The most successful people follow up a lot. This is true if you are looking for a job, or buying a home, and it’s especially true if you’re a salesperson looking for wins. Why is it true? Because following up...