Category: News
The Power of the Paradigm
Why is it so hard to get people to make a buying decision? Especially when you’ve done the work of...
The Opposing Forces of Influence
When pursuing sales success, most people think influence stems from authority. Wear a suit. Slap a title on your LinkedIn....
Why Can’t We Just Tell Them?
“Why can’t we just be direct and honest with our prospects?” Honesty is good. Directness is good. Why play games if...
Knowing the Real Value
All too often, as sales people, we find ourselves in a position where we feel like we need to defend...
The Reason For Your Call….
One of the fundamental elements missing from most cold calls that get inflicted on me, is a valid reason for the...
JJ Machado Lessons
I had the privilege of attending a Brazilian Jiu Jitsu seminar with the one and only Jean Jacques Machado. If...
Think Like The Owner, Be The Owner
If you think your sales job is just a job, you’re doing it wrong. Sure, your employer may be cutting...
Slow Down and Speed Up
In a world where everything moves fast—texting, shipping, even the way we breathe during meetings (thanks, anxiety)—it’s really tempting to think...
The Scarcity Angle
Today we’re diving into one of the oldest, most powerful tricks in the book: scarcity.Because nothing says “I absolutely need this...
The Gift of Confidence
In the world of sales, there’s a fine line between confidence and cockiness. One makes you the trusted advisor everyone...