“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 [...]
LESS Appointments = MORE Sales
Having spent many years as a top sales pro, and after nine years of analyzing thousands of top salespeople as a sales coach & consultant, one glaring truth stands out above all the rest: The people making the MOST sales are going on the LEAST number of appointments! This is an astounding statement, especially since [...]
Mainstream vs. “Underground” Selling (the truth)
As someone who obviously uses the Internet as a top method of marketing my business, I naturally subscribe to many email newsletters on the subject. What’s interesting, though, is that the best advice doesn’t always come from the most expected sources. Here’s what I mean: Some of the people I subscribe to are “underground” types. [...]
Sales Warning: Avoid This Common Sales Killer
A conversation with a friend earlier this week revealed the fact that we share the same common disdain for a certain, yet popular, time management book. The issue is this: The time management system the book details is so overly complicated that just setting it up and maintaining it takes up way too much time! [...]
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 [...]
Don’t make this STUPID sales mistake!
It’s the end of the year, and as always, sales reps are scrambling to make their year-end quotas, and companies are scrambling to finish big to make their stockholders happy. Therefore, it’s no surprise that I’m getting the usual barrage of sales calls, all while I’m trying to work hard and make MY numbers great [...]
“Goes to show that Cold Calling DOES Work!”
“Goes to show that cold calling does work!” I saw Wall Street, one of my two all-time favorite movies, this past weekend again for the first time in a long time! Naturally, considering what I do for a living, I had to laugh when Bud Fox gets promoted to his new corner office and the [...]
“You Can’t Get A Little Bit Pregnant.”
“You can’t get a little bit pregnant, son.” Yeah yeah, I know, another quote from the movie Wall Street, but what can I say, I hadn’t seen it in years until this past week and it’s one of my all-time favorites! That line stands out in my mind specifically because of a conversation I had [...]
The Facebook “Like” Strategy for Easy Sales
Most of my sales tips are about lead-generation, but generating leads is only the first part of making a sale. One of the more common challenges I’m asked about is what to do with a lead once you have it. In other words, how to “work” the lead? This is especially true when it comes [...]
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