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I was in Las Vegas giving a Keynote speech at a sale conference the other week, and a rep came up to me and told me this story: “Mike, I was out playing golf with a really successful business coach a few years ago, and after I hit my first ball about 150 yards, we […]

Do you suffer from call reluctance? No matter how experienced you are – or even how successful you are – picking up the phone to prospect, call leads back, and even call on existing clients can still be difficult. If you find that your phone has seemed like a 200 lb weight lately – you […]

If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn’t?), then you instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more. First, let’s talk about […]

    How to Sell Your Product Or Service   If I gave you a pencil and asked you to sell it, how would you go about it? This is one of the most basic of interview questions for sales reps. The answer reveals so much about your previous training and your understanding of the […]

If you have to set appointments over the phone then you know that delicate balance between building rapport, creating interest, qualifying and asking for and getting an appointment. It can be difficult knowing exactly when and how to ask for the appointment without sounding like you are closing them, and, of course, there is always […]

This saying really resonated with me the first time I heard it. At that time I was selling over the phone, and I knew all about being driven by fear. I was afraid that if I didn’t make quota I would be fired. I was afraid that if I didn’t close any business before the […]

I want to share a simple concept with you that can help you grow your business, close more sales, make more money, and be more successful in just about everything you do. The good news with what I’m about to share is that it isn’t complicated or hard, in fact, it’s just the opposite – […]

First, let’s start with the real problem which is that most sales reps just don’t know how to really engage and talk to people. That’s really the bottom line. Most sales reps are more interested in pitching their products or services and don’t treat the people they are speaking with like people. A long time […]

– and What to Do About It If you’re in charge of hiring, training and developing inside sales reps, then what you’re about to read may shock you a little bit, but it will also resonate with you and explain why many of the reps you hire ultimately fail. In their book, “How to Hire […]

When I talk to people about goal setting, I’m often surprised by their reactions. A lot of people tell me that they haven’t gotten around to setting life-time goals and identifying their values and coming up with specific, measurable bench marks, etc… They tell me that goal setting takes too much time and energy, and […]