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Latest Articles

Latest Articles

Make Human Calls

We are in the middle of a pandemic, and our customers and prospects are more available than they’ve ever been.

They are not running around to meetings.

They are not traveling anywhere.

They are at their desk like we are.

They sit with their phones nearby, as we do.

And yet, our customers almost never get phonically from salespeople on their phone when nothing is wrong. 

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If You Are Struggling…….

If you are struggling... ...this newsletter is for you. If you are struggling in your sales work... If you are feeling out of sorts... Or anxious... Or down... Understand that you are not alone in this. Most of us are feeling out of sorts. Most of us are selling...

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The No’s Get Us To The Yeses

I’ve been thinking and talking a lot about rejection lately. So many people are uncomfortable hearing “no” from customers. This makes sense, of course. Who likes to be rejected? Here’s the thing though: the no’s get us to the yeses. Without them, we do not get to yes....

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Empathy, Kindness and Grace

I am doing more than 40 podcast and influencer interviews for the launch of my upcoming book. (All the details on the new book are forthcoming, it's a bit early yet...) I had a pre-interview interaction with one of the podcasters that was so unpleasant and jarring...

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Following Up Will Make You Rich

Years ago, a friend said this to me: The most successful people follow up a lot. This is true if you are looking for a job, or buying a home, and it's especially true if you're a salesperson looking for wins. Why is it true? Because following up communicates that you...

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Welcome to The Second Half

I’ve always considered the Fourth of July weekend a kind of halftime break for the year. Today, the beginning of the first full week of the third quarter, the second half of 2020 properly begins. If it were a sports game, our team would be far behind. And, the score,...

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Action is the Antidote

In uncomfortable, uncertain times, an effective antidote is action. Intentional action brings us a feeling of control. Effective activity brings with it momentum. When the pandemic makes it feel like life is on pause, action is the play button. Further, taking smart...

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Sales Sliver Linings

I know it’s not easy right now out there right now. Business and sales changed overnight. Anxiety and fear rule the day. Just turn to a news media outlet — they’ll tell you all about it. Here’s the saving grace... It’s not easy for everyone: Us. Our competition. Our...

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The Window To Sell More is Wide Open

I think the window for selling more and making money is now wide open. In fact, I think the great majority of our total 2020 sales can be made in the next four to five months in the United States. The weather is nice and warm. States are mostly reopening. Businesses...

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