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Just because a customer wants to buy from you, doesn’t mean they are the right customer for you. So many of my clients’ salespeople get “beaten up” on price and problems every day. That’s when customers call, right? When there is a problem. But there are different ways to communicate displeasure: with respect, and without it.…

It’s hard to think or plan in terms of decades, but the next one is less than a month away. How do you plan for a decade?  Since it’s such a long period of time, I think the best approach to begin by thinking in terms of the big picture: Where do you want to…

On this Thanksgiving week, here is an excerpt from my WSJ bestseller, Selling Boldly, on the power of gratitude in sales:  Gratitude is a feeling of conscious appreciation for what we have (in sales, customers), what we get to try to get (prospects), and even what we do not have (customers who are not yet…

I love U.S. history. I study it and collect it, with a focus on the founding of America. I am fascinated that a group of motivated, ambitious, very young men created the principles, laws, and documents that became (and remain!) the foundation of the United States. Jefferson was 33 years old in 1776. He wrote the…

I am so grateful to live and work in the United States. My family left communist Soviet Union in 1978 when I was two years old to chase the American Dream here. As a result, I’ve spent my life enjoying the freedoms and opportunities our amazing country offers. It’s a place where we can make…

Most of us salespeople spend most of our time with current customers. They call us. They place orders. (Bless them.) They also bring us problems and issues and urgencies all day long. And we must address them. We must resolve them. We must make them happy. There is no choice. We have to do this…

I work with organizations of all sizes — as large as $6 billion in sales, and as small as $10 million. My most typical client is between $25 million and $500 million in sales. Upon implementing my program, these companies average between 10% and 20% sales growth annually, but some have added more than 35%…

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 think. Do not speak until they give you a…

People look at me like I’m from another planet when I say this, but it takes five minutes per day to grow your sales dramatically. Not five minutes total and then put your feet up the rest of the day. But five minutes of proactive, intentional communication in the midst of your otherwise reactive day.…

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…