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Beating the Cold Calling Blues

Cold calling can often seem like a monstrous and insurmountable for anyone new to sales, and even some experienced sales professionals will occasionally encounter massive call reluctance. More than any other issue, I get asked for help on overcoming call avoidance in...

Defending the Time Qualifier

There seems to be a lot of debate lately, on the proper way and improper way to open a sales call. Gong and some other online platforms have recently published articles taking issue and taking aim at the concept of qualifying time as an opener.  Firstly, let me...

Daily Decisions

People who share their success stories often will focus on one or two large events or decisions, discussing how one huge epiphany was the turning point in their journey. It makes for a good story, and Hollywood loves to make movies about those moments, but reality is...
Elvis the Duck and the Application of Sales Persistence

Elvis the Duck and the Application of Sales Persistence

My neighbor Jim has a pet duck. He didn’t buy or rescue said duck, as much as the duck sold Jim and his wife into adopting him and feeding him and his girlfriend. Jim was sold because Mr Duck (named Elvis) was an expert at the proper application of the concept...

Real Sales Professionals Don’t Close Anyone

This may come as a shock to some of you, but I need to confess that I’m not a huge believer in “closing” techniques. I realize that may seem like sales blasphemy coming from a sales trainer. After all, “Ask for the order” is something that has probably been beaten...

The First Sale

I find selling to be a fulfilling and enjoyable profession.  It’s not hard to spot someone who’s “trying too hard”. That disingenuous pressure you feel whenever someone is trying to sell you on something they themselves don’t believe in...

Persistence Vs Stalking

You’ve often been told, no doubt, that “persistence” is a necessary trait for success in sales. “Persistence pays”, they say. That’s fine, but many sales people hear that and turn into a permission to harass prospects endlessly....

The Hierarchy of Regrets

I recently heard an interview with the author and speaker Professor Gad Saad, a well established authority on evolutionary behavioral science. What caught my ear was a comment he made that I thought basically explained the big challenge with sales....

Looking One Step Ahead

All the chess experts will tell you that the key to winning lies first and foremost in playing “ahead” of your opponent. That means that the focus should not be solely on this move, but on the 3-4 moves ahead of this move. You’re looking forward...

The Discovery Path

Sales is a voyage of discovery. True sales professionals understand that the idea that we “convince”anyone to buy anything is false at it’s very core. While some weak minded people may occasionally buy something because they were pressured to, these...