Procrastinating On What Can Be Done In 10 Minutes

by | Jan 28, 2020 | Blog

How many times have you avoided something for weeks or months that ended up taking 10 or 15 minutes to do? Maybe it was calling the prospect. Maybe it was going to see the customer. Maybe it was finally — finally — sending that promotional piece. Stop reading right...

Talking But Not Listening

by | Jan 13, 2020 | Blog

I am shopping for additional disability insurance, and the local agency I work with here had me talk to their disability insurance specialist. For the first 10 minutes of the call, this guy talked without interruption. He would ask me questions and then answer them...

This Year, Resolve To Sell Proactively    

by | Jan 6, 2020 | Blog

As the new year begins, let us resolve to sell proactively in 2020. Let us resolve to not only answer the incoming phone calls of complaining customers but to also proactively call happy customers who we do not hear from frequently. Let us resolve to not only jump...

Two Questions For Your 2020 Sales Planning

by | Dec 30, 2019 | Blog

I have two quick questions for you on this last Monday of 2019: Which of your selling approaches, ideas or techniques worked particularly well this year (and how can you double up on them next year)? And which of your approaches didn’t generate particularly good...