August 25, 2016

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…

Are you totally missing the point in sales?

Like any proud parent, I know I’ve probably talked far too much about my two beautiful daughters! But they taught me a valuable sales lesson… Early on in our first pregnancy we naturally wanted to know what to expect, so we asked our OB doctor which books to read (the “What To Expect” series, etc). The…

The Fastest Way to Easy Sales!

I’d like to share with you a very easy trick you can use, to get more sales, fast & easy. I learned about this several years ago when I was studying the science of social dynamics and sub-communication in order to apply the information to improving my sales. But it was a very unusual application…

Why You Don’t Deserve More Leads

It’s true. There’s a good reason for it, but the truth is clear: You Don’t Deserve More Leads! Why? Because you’re wasting the ones you already have. Part of my business is doing lead-generation for companies. That’s where we put up a website with a lead-capture form for a particular industry, rank the site #1…

How To Lose A Sale In 10 Seconds

“I want Frank to come and speak to us.” This is the voicemail that my speaking coordinator, Kate, received, so naturally she called right back. Unlike most authors, I don’t actively seek paid speaking engagements, but certainly don’t turn them away when they are offered, and this was the second one in a day. On…

He Was FIRED For Making Quota!

It’s true. A while back, one of my co-workers got fired for making 200% of his quota! Yeah, it’s insane. Yeah, it’s stupid. But this is the mentality of far too many managers and corporations. This company required a morning activity report. They called it the “daily.” Your daily had to have total number of…

“Get Your Degree In Salesmanship!”

I was reading a very interesting business book this past weekend, and it made a very good point – one that you probably already know: Selling is the most important skill in all of business! And yet, most college students and even business executives shun sales. They’ve had so many bad experiences with salespeople that…

“Make More Calls! Make More Calls! Make More Calls!”

I know you’ve heard that line a million times. Maybe even more. Every time sales are down, or you’re not at your numbers for the month, what do 99% of the unqualified sales managers in the world – which would pretty much be 99% of sales managers altogether – always say? “Make More Calls!” As…

Baylor University Study DESTROYS Cold Calling

Yet Another University Study Discredits Cold Calling I’ve frequently quoted the study done several years ago by the Kenan-Flagler Business School at the University of North Carolina. It concluded that 4 out of 5 B2B decision makers in the United States – that’s 80% – absolutely, positively will not buy as the result of cold…