Latest Articles
Latest Articles
The Phone Is The Answer
If you're in sales and you're having difficulty, you're having trouble doing the work that sales requires -- perhaps you're feeling down, perhaps you're feeling anxiety -- this short video is for you. So number one understand that you are not alone. What we change in...
Set Up Calls Systematically
Push Forth Into December
Tomorrow begins the final month of this difficult year. This leaves three full business weeks to push forth towards our sales goals. What do you need to accomplish over these last three weeks of 2020 to consider it a successful year? Which customers do you want to...
4 Traits That Will Help You Close More Sales Today
It's the last day of the month and I wanted to share 4 traits that will help you close more sales today. 1) Be Enthusiastic If you want your prospects to be enthusiastic about your product, YOU need to be enthusiastic about it. Don't let them see any pressure that you...
Keys To Sales Success for a Young Salesperson
I was talking last week with a young salesperson and he asked me early on in the conversation a really intelligent question -- he said, What are the traits that lead most to sales success? I told him 4 things. #1- Be enthusiastic. if you can bring energy and desire...
The Power of Gratitude in The Selling Profession
The Power of Gratitude in The Selling Profession I held this piece back until today, so that it gets to you on Thanksgiving. Because for those of us who sell for a living, there is so much to be grateful for. Gratitude is the feeling of conscious appreciation for what...
Your Voicemail Message Matters
The average response rate to voicemails is just 4.8%. (Source ZoomInfo) Less than 5% of prospects on average call salespeople back. However, the issue isn’t usually the prospect. It’s the salesperson. It's what they say. It's how they say it. Well crafted voicemails...
Chase the Nos. Enjoy 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....
The Mindset Manifesto
In my new book, 5-Minute Selling, the very last chapter-- Chapter 38 is the 5-minute selling mindset manifesto, and there's been a tremendous response to this. It's all on a single page right there for you to read and motivate you for the next call. It’s a...
It’s So Easy To Be Better Than The Competition
Your prospects are waiting for your call.