Latest Articles
Latest Articles
Avoiding Doing Something Important? Here’s How to Do It Now
Over the weekend, I did something I had been thinking and agonizing about for weeks — and the activity took 45 minutes to do. I didn’t want to do it. For weeks, I avoided it. I kept thinking and rethinking the right way to go about it. I am excellent at avoiding work...
We Owe Them This…
I've always considered this Memorial Day weekend a time of new beginnings and great promise. In the Chicago area, where I live, it signals the coming of good weather and for my family, the start of the most enjoyable months of the year. Around here, Memorial Day is...
Believe In Yourself Like Your Customers Do
In difficult times like these, our beliefs can carry us. They can move us towards confidence and boldness. The right beliefs often lead to behaviors that will help your customers, your company, and your family. And so, what are thee beliefs? Believe in your great...
New Video for You: The Power of Optimism and Enthusiasm in Sales
Optimism and enthusiasm among salespeople are so rare these days that it's basically singular. This means you will probably be the only person in your customers' lives who brings them these qualities. And if you do, they will remember it forever. All the details --...
New Video on Perseverance In Sales, Especially Now
The third episode of Growing Sales With a Drink is up and it's all about the incredible importance of perseverance in sales. The research shows that perseverance is twice as important as talent is. It is the quality that will get you through this difficult time. Now...
New Video: Overcoming Fear To Sell More Now
I hope you are having a healthy and successful week. Please take a look at my new seven-minute motivational video: How to Overcome Fear To Sell More Now.
New Video For You: Especially Now, Call Your Customers
Many of the questions I'm receiving over the last week or so is "when is it appropriate to start selling to my customers?" The answer is right now! They need you now. Not in a week or two. They need your value today. They need your help. Don't hurt them by keeping it...
What Can You Do Now To Help Your Customers & Prospects?
The difficult environment we find ourselves in is temporary. The thing will return to more normal. Not necessarily the same normal we had before for many years. But they will become more normal, and we should all think, plan, and behave accordingly. I know it can be...
Our Media is Creating Panic
I was on the treadmill today with the TV on around the time of our stock market's opening bell. As I flipped from one news channel to another, here are photos from my phone: The media loves a train wreck. The media loves to scare us. It brings eyeballs. And clicks....
Selling In The Age of Coronavirus
This piece is longer than my usual newsletters, but we are not in usual times. I hope you’ll find this useful. First, be calm. Your customers are panicking. Your competition is panicking. But the world is not ending. It is being challenged. It is going through...
