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Opening Statements: The Good, The Bad, And The Ugly For the past 26 years I’ve worked on the phones as a qualifier, broker, sales associate, sales manager, director of sales, V.P. of sales, owner of various companies, inside sales consultant – you get the idea. I’ve worked with, monitored and heard thousands of sales reps […]

The Problem With Affirmations (And What To Do About It To start with, let me ask you the most important question of your sales career: Do you have an affirmation card, a few sentences or a paragraph, that describes in detail the feelings and emotions that you will have once you have accomplished your current […]

First, I’d like to thank you all for your Ezine topic requests. I’ll do my best to answer them, and generally I look for multiple requests on the same subject. And there are a lot of them because let’s face it – we’re all struggling with the same objections though in different forms. For example, […]

Someone once said that worrying is praying for things you don’t want to happen. What a great saying, and, like all sayings, there’s a lot of truth in it. When you think about it, praying is when you concentrate on one thing and then you meditate or “pray” on it to the exclusion of all […]

Tracking Your Success Knowing Your Numbers: When I made a commitment all those years ago to doing what ever I needed to do to become a Top 20% producer, I was taught about the importance of knowing, tracking, and interpreting the number and kinds of phone calls I was making. Before this I had no […]

Clients use all sorts of objections, but sometimes I think this is their favorite. I mean, how can you argue with someone who tells you they don’t need what you have to give them because they already have enough of it? Well, let’s face it, nobody has TOO much of anything, especially business, and while […]

I hope you don’t open your calls this way because you only have a few precious seconds to make a connection and establish interest, you’d better have a good opening prepared in advance. Besides being very busy, your prospects probably get a lot of sales calls every week, and many of them from your direct […]

Ask yourself this question – when you call a prospect or client back to close a sale, do you open your call up with, “I’m just calling to follow up…”? If you’re like most sales reps (80% or more), then I’ll bet you do, and, if so, then you’re making a big mistake because you […]

Should You Train Unmotivated Sales Reps?: I have been consulting with a lot of sales managers and business owners who need and want sales training, but They are concerned that the training might be wasted on some of their sales reps (sometimes as much as one-third of their team) because this portion of the reps […]

Can you name the one or two best sales managers, or business owners you ever worked for? If so, how did they make you feel? What qualities or traits did they have in common, or which ones do you most try to emulate in your own company? I work with a lot of business owners […]