Blog

Focus on What We Can Control

The customer may not answer the phone, but we must make the calls anyway. The customer may not buy more products or services when we offer them, but I must offer them anyway. The customer may not give us referrals, but we must ask for them anyway. Because the calling and the offering and the…

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Silence is Money

My latest book, Selling Boldly, is just $12 on Amazon: Please note that the price of my Wall Street Journal bestseller, Selling Boldly, is at a record low on Amazon: It’s currently right at $12 for the hardcover (retail price is $25). Get your copy — and also books for colleagues and co-workers — at this…

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Derby Lessons in Perseverance

My wife and I attended the Kentucky Derby on Saturday — our fourth in the last five years. As you’ve probably heard by now, the apparent winner, Maximum Security was controversially disqualified for interfering with some of the other horses. This led to the biggest long shot in the field — Country House — to…

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Call Friendlies

Yesterday, I was speaking for a large group of business coaches and advisors in San Diego. We were talking about making proactive phone calls. Because the only time your customers hear from suppliers is when something is wrong. When there is a problem. Or when they need to respond to something urgently. So, my advice…

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Thousand of Failures

We’re moving homes, and my wife has been on a shredding mission. While reviewing file boxes that have not been opened in many years, she came across my first business headshots, taken about 20 years ago. As a working adult, I’ve never had a job, never had a paycheck paid by somebody else. Because I’ve…

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90% of Sales is Attitude

I was with a large distributor client a few days ago doing their all-day kickoff workshop. I spend about two-thirds of these sessions talking about mindset and positivity and optimism. Only about an hour to 90 minutes is spent on the technique, which is easy and lightning-fast and straightforward to implement. One of the audience…

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Let The Competition Email

The competition sends emails. Let them. We will use the phone. In fact, the competition sends LinkedIn spam. Let them. We will build relationships. The competition sells from a distance, so as to avoid risking rejection. They sell to avoid making the customer angry. Let them. We sell to help the customer. We sell by…

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We Must Demonstrate Interest & Care

We must do what we say we will do because so many people do not. We must be reliable because the competition is not. We assume they are, but they are not. We must pick up the phone proactively because the competition does not. We think our customers’ phones are ringing off the hook, but they are not. Nobody is calling.…

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Money Lists

Over the last couple of years, I’ve observed that almost no salespeople keep lists of high-potential customers and prospects to call; quotes and proposals outstanding to follow up on, and products and services to offer. These are three critically important lists, and I’d estimate that maybe five to ten percent of all salespeople make them. We need…

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