How To Ask For Referrals

by | Aug 12, 2020 | Blog, Proactive Selling

Asking for a referral should be a conversation and not a single question like, “do you have a referral for me?” Here is your starting question: “Who do you know, like yourself, who I can help as I help you?” Ask the question and wait. Be silent.  Let your customers...

If You Are Struggling…….

by | Aug 3, 2020 | Blog, Phone Calls

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

by | Jul 29, 2020 | Blog, Phone Calls

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

by | Jul 28, 2020 | Blog

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

by | Jul 27, 2020 | Blog

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...