Latest Articles
Latest Articles
What did it take to get from there to here?
When I was a child, my family came to America with $20 and nothing else. Today I run a $3 million per year solo consulting practice, but the journey here has not been easy. When I started doing this work, I was proposing (and getting rejected) for $7,500 projects....
Quickly Plan. Quickly Do. Quickly Track.
Here are the three keys to predictably growing your sales: Quickly Plan. Quickly Do. Quickly Track. Quickly planning means lay out your proactive calls and also your follow-ups for the entire week in five minutes or so. On Sunday or Monday. Use my free Proactive Call...
Asking For A Referral Should Be a Conversation
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...
Read this before your next sales call
I know how valuable I am to my customers. I help them immensely, and my customers have been with me for years because of this. I am not lucky that this customer has taken this meeting or call, rather, they are lucky I am calling them. I could be with anybody today,...
Download My Free 5-Minute Selling Mindset Manifesto
I have a gift for you this week. A thank you for your trust and support. The last chapter in 5-Minute Selling is a one-page mindset manifesto. It has provided immensely popular. People write to me about how they read it before their sales calls and what a difference...
The Best Salespeople Are The Best Listeners
A lot of people I talk to tell me that as long as someone can "talk the talk," then they'll be good at sales. This couldn't be further from the truth though. The best salespeople are actually much better listeners than they are talkers. It's one of the most important...
Perseverance Is Twice As Important To Success As Talent Is
Perseverance is twice as important to success as talent is. The great psychologist Martin Seligman found this in his research. It's why less talented salespeople often out-perform more talented ones. - They don't give up. - They keep trying. - They call again. - They...
Why Making Calls First Will Help You Sell More Now
Making calls first will help you sell more, it's all about eating your frog first thing in the morning... What do I mean by that? Mark Twain once said: "Eat a frog first thing in the morning and nothing worse will happen to you the rest of the day". I discussed this...
Handwritten Notes Make You Memorable
When was the last time you received a handwritten note in the mail? Think back to that time. Think back to the person who wrote you the note. Most people can pinpoint the exact moment they received a note in the mail. It's rare - especially Now. We are all in front of...
Have Faith In Your Awesome Ability To Help People
In my four-part podcast conversation with my friend Jeb Blount — author of some of the most important books in the sales profession — we spent time talking about the fascinating and important topic of faith in sales. We weren’t talking about religious faith, but faith...
