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Win More Sales with the Science of Social Dynamics

Body Language in Sales Many areas of selling that I’ve studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics – before I ever began learning it myself and including it in my training, I’d never before seen […]

Increase Your Sales With The KISS Test

We’ve all heard the term KISS at one time or another – “Keep It Simple, Stupid.” However, the majority of salespeople violate this basic principle more often than not. Let me start with some examples of what I’m talking about. At one position I held, I sat next to someone who could have been a […]

How Google AdWords Can Grow Your Small Business

AdWords, when used properly, will not only grow your business and list exponentially but it is very cost effective as well. There are many people who have tried using a pay-per-click program such as Google AdWords but have failed. Why did they fail? One of the main reasons that internet marketers fail with their AdWords […]

A Standardized Company Sales Plan – Good Idea or Bad?

I came across an article today that explains how companies can successfully implement a company-mandated sales plan and be sure that all of the salespeople are following it. I found the advice given in that article to be deeply disturbing to me, especially since it is new and not from a twenty-year-old book from the […]

How To Keep Your Sales Team Motivated

Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut – and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without even knowing it. Let’s take the idea […]

If Cold Calling Works For You

I receive e-mails on a regular basis from people who state that cold calling is working perfectly well for them and that they’ve become quite successful by it. That’s fine – as I’ve always said, if it works for you, then keep doing it. My materials are for people who either are not getting results […]

How To Stop Chasing Sales Prospects Forever

Crucial Aspects of Professional Selling Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I’ll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead. I once heard Donald Trump say, “In selling, you must never appear desperate. As soon […]

Sales Prospecting For The Complex Sale

I probably receive more correspondence from salespeople who deal with long sales cycles, or what is commonly referred to as the complex sale, than from anyone else. They contact me because they’ve seen my website or heard about my books and are skeptical about whether or not my lead-generation techniques can work for them, or […]

Sales Tip: Use Social Dynamics To Control Sales Appointments

Many areas of selling that I’ve studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics – before I ever began learning it myself and including it in my training, I’d never before seen it used in sales. […]

Cold Calling

The Myth Of Cold Calling 2.0 And Other Urban Legends I receive Google Alerts daily on my favorite subject of conversation, cold calling, and I read them. I’m always on the lookout for an opportunity to contribute to a discussion on cold calling, sales, or any other related subject, especially if I can inject some […]