Sales Tips and Advice

The Easy Way to Get TONS of Referrals!

Yep, it’s true. Getting referrals is easy. As I wrote you a couple of weeks ago, one of the most common questions I get from salespeople is, “How can I get more referrals?” And in that email, I explained the system I advise for newer salespeople who haven’t yet built up a solid network. Having [...]

Break Your Cold Calling Addiction

It’s Time To Break Your Addiction! Last week I wrote a guest article for a major sales website, about my perspective on cold calling now that I’m a business owner & decision maker. I realized there are many great points in that article, so I’d like to share the major ones with you. The first [...]

Henry Ford Was Right!

I recently read My Life and Work by Henry Ford. Though written in 1922, I found myself jotting down endless notes of improvements I could make in my own business, today in 2012! I’d been meaning to read Ford’s book for a long time since I’m a big fan of Napoleon Hill’s work, and Hill [...]

Go “Under The Radar” To Get Easy Sales

Several years ago, Neil Strauss came out with a book called The Game which was about a group of men calling themselves “pickup artists,” whose sole purpose was to perfect the art of picking up women in bars. Remembering that I’d met Neil at a marketing conference once upon a time, my curiosity got the [...]

The “Bernie Madoff” Referral Selling Method

The “Bernie Madoff” Referral Selling Method A couple of weeks ago I had a speaking engagement in front of a small group – my favorite kind – and we sat down for a roundtable discussion after. One of the first questions was about the most effective method of referral selling. When I replied that the [...]

“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. [...]

How To Effectively Use Time Management for Sales

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! [...]