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.…

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In difficult times like these, our beliefs can carry us. They can move us towards confidence and boldness. The right beliefs often lead to behaviors that will help your customers, your company, and your family. And so, what are thee beliefs? Believe in your great value. Your customers know how good and helpful you are.…

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Optimism and enthusiasm among salespeople are so rare these days that it’s basically singular. This means you will probably be the only person in your customers’ lives who brings them these qualities. And if you do, they will remember it forever. All the details — including how to become optimistic and enthusiastic yourself — are in this new 11-minute…

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The third episode of Growing Sales With a Drink is up and it’s all about the incredible importance of perseverance in sales. The research shows that perseverance is twice as important as talent is. It is the quality that will get you through this difficult time. Now more than ever, we need to fight to help…

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Many of the questions I’m receiving over the last week or so is “when is it appropriate to start selling to my customers?” The answer is right now! They need you now. Not in a week or two. They need your value today. They need your help. Don’t hurt them by keeping it from them. Help…

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The difficult environment we find ourselves in is temporary. The thing will return to more normal. Not necessarily the same normal we had before for many years. But they will become more normal, and we should all think, plan, and behave accordingly. I know it can be hard to create (and, sometimes, even function) in the face of…

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Many of the questions I’m receiving over the last week or so is “when is it appropriate to start selling to my customers?” The answer is right now! They need you now. Not in a week or two. They need your value today. They need your help. Don’t hurt them by keeping it from them.…

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I was on the treadmill today with the TV on around the time of our stock market’s opening bell. As I flipped from one news channel to another, here are photos from my phone: The media loves a train wreck. The media loves to scare us. It brings eyeballs. And clicks. And it’s all about…

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