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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 of us are selling differently than we were earlier this…

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. In fact, if you’re not hearing no…

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 jarring that it got me thinking about empathy, kindness,…

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 communicates that you are interested. And that…

I’ve always considered the Fourth of July weekend a kind of halftime break for the year. Today, the beginning of the first full week of the third quarter, the second half of 2020 properly begins. If it were a sports game, our team would be far behind. And, the score, like the pandemic sales results,…

In uncomfortable, uncertain times, an effective antidote is action. Intentional action brings us a feeling of control. Effective activity brings with it momentum. When the pandemic makes it feel like life is on pause, action is the play button. Further, taking smart action will create some success. This success will bring energy. Confidence. Motivation. Positivity.…

Here are four of the most important areas to focus on in order to grow your sales, even during our current difficult environment: First, above all else, maintain confidence in your amazing ability to help your customers and prospects. This is the foundation on which your sales success will be built. It is the fuel that moves you…

I think the window for selling more and making money is now wide open. In fact, I think the great majority of our total 2020 sales can be made in the next four to five months in the United States. The weather is nice and warm. States are mostly reopening. Businesses are operating at a…

Over the weekend, I did something I had been thinking and agonizing about for weeks — and the activity took 45 minutes to do. I didn’t want to do it. For weeks, I avoided it. I kept thinking and rethinking the right way to go about it. I am excellent at avoiding work which I…

I’ve always considered this Memorial Day weekend a time of new beginnings and great promise. In the Chicago area, where I live, it signals the coming of good weather and for my family, the start of the most enjoyable months of the year. Around here, Memorial Day is also the weekend summer gardens get planted.…