Blog

Revenue Growth Audio

There are now 20 episodes available on my new podcast Sell More Now, with none longer than 11 minutes. Each piece dives into one topic, mindset, or technique that can grow your sales immediately. You can listen to them in any order. As I like to do from time to time, here are some highlights I…

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The Fourth Quarter Starts Tomorrow

As September turns into October, summer memories are still fresh even while the end of the year and all that it brings draws closer. And on this day, it’s impossible to escape the fact that the fourth quarter starts tomorrow. For many of us, these coming months will determine the sales success of our entire…

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Help, Don’t Hurt, Your Customers and Your Family

Here is who you help when you offer additional products and services to your customers and prospects: Your company. Yourself. Your family. Your customers. Your prospects. Conversely here is who you hurt (which is different than not helping) when you do not offer additional products and services to customers and prospects: Your company. Yourself. Your…

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Spread Optimism

Some people aren’t happy unless they are unhappy. In sales, these are the customers who complain the most. No matter what you do, they complain. With others around — and especially in a group setting —  they complain even more. Louder. They are even more cynical. For there is an opportunity to contagion others, and…

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The Fear of Appearing Needy

I was in Beverly Hills last week keynoting two events in the financial industry. At both sessions, the audiences were financial advisors who sold insurance products. Feedback was extremely positive, as it tends to be for my live work, but one person’s comments stood out. After my session, he came to me and spoke at…

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Easy Listening

I hope you’re having nice a Labor Day weekend. Today is the last day before the fall selling season kicks into high gear. As such, here is some easy listening from my new podcast to help you make the most of the coming months: How to Ask for Referrals So You Get Them Two-Thirds of the Time.…

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Back to Basics

Happy Monday, it’s the last unofficial week of summer! Let’s get back to basics today as you get ready to push the gas in the upcoming months — which are some of the most productive selling months of the year. If you want to sell more, pick up the phone and call people you know.…

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Create Memorable Experiences for Your Prospects

My kids are ten-year-old twins, and they do everything together. So we have an annual late-summer tradition where I travel, one-on-one, with each child. These trips have become fabulous experiences and memories, and “the other twin” does some special activities with my wife at home while we’re gone. I’m just back from such a trip…

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How Fear and Over-Planning Hurt Your Sales

If you find yourself knowing you should do something in your personal or professional life, but are avoiding taking that action, the reason is almost always fear. Listen to my just-released podcast episode (10 minutes) on this dreaded 4-letter word that kills action, and, in turn, sales. How does fear make us avoid taking action?…

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