July 26, 2014

Cold Calling Works.

Yep, you heard me right: Cold calling works! It’s only been 11+ years since I started doing this, and in that time, not a week goes by without at least multiple people telling me I’m wrong, and that cold calling works. Well, it’s time for me to cave in and admit that I’ve been wrong […]

“Cold Calling Is Fun!”

“Cold Calling Is Fun!” Don’t worry – I haven’t lost my mind. (Yet.) Cold calling isn’t fun. You know it and I know it. So why did I say that? Because I can remember countless times when I heard someone say, “Cold calling is fun!” In fact, I even did it once. It’s true. Early […]

Anyone Can Sell.

Anyone Can Sell. Period. End of story. No excuses. Why? Because sales isn’t a skill you’re born with. It’s a process – a very well-defined, step-by-step process at that – and anyone can do it. If anyone in the world is NOT a “born salesman,” it’s me. I was very introverted from childhood well into […]

Top 5 Reasons to Cold Call

Even though my Never Cold Call Again system (http://www.nevercoldcall.com) is for people who want to stop cold calling, I still get so many emails from people screaming “COLD CALLING WORKS,” so I thought I’d make them happy for a change and tell you the top 5 reasons why you SHOULD cold call! 1. You are a masochist. Masochist (noun): The tendency […]

USP is out. WIIFM is in.

USP. The Unique Selling Proposition. I came across that term while re-reading one of my favorite books this weekend. Ironically, USP is a very old term, but the book is fairly new – it’s only been out for a few years. On the surface, a USP makes sense. It’s designed to tell potential prospects why […]

“The Selling System That NEVER Fails!”

I heard a quote from David Sandler that goes something like this: If you don’t have a system for selling, then you’re at the mercy of the customer’s system for buying. I agree and disagree with that quote. For many reasons. But first, here’s where I agree: You must have a system. You MUST. Sales […]

How to Get Into The Sales Fastlane!

Far too many people don’t understand my business – yes, the very business that is sending you these emails! I do my share of networking. Nowhere near as much as when I relocated early last year and was on a mission to make new friends and new connections, but I get out to at least […]

You’re Trying To TAKE and It’s NOT Working!

Yesterday, I heard the world’s 2nd worst sales pitch: “Can help me out and buy this?” Of course I didn’t want to “help him out” – there was nothing in it for me! (The world’s worst sales pitch is, “Want to buy this? I’m trying to get rid of it.”) Saying “can you help me […]

“It Can’t Be Done.”

“It can’t be done.” People have said that about lots of things. Here are some great examples: The 4-Minute Mile The 4-minute mile, the act of running a one-mile run in less than 4 minutes, was thought to be impossible. Scores of athletes tried it and failed. Then one day in 1954, Roger Bannister did […]

My Best Sales Tip: Stop Being A Dumbass!

The crap I hear coming out of salespeoples’ mouths on a daily basis never ceases to amaze me. Nonsense like: “Let’s meet to find out if we can be of mutual benefit.” “When can I have 15 minutes of your time?” “I can help your business!” “Can you help me out and buy this?” “You’re […]

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