Make Five More Calls Before Five!!
My Sales manager told me early on that yesterday was a canceled check, tomorrow is a promissory note, but today is cash money, today is [...]
Keep Smiling and Dialing
You need a spark to light a fire!! Only 7% of how you communicate is transmitted through your voice. As a result, it is crucial [...]
Some Will, Some Won’t, So What. Next
As you know, not every type of rejection feels the same way. Some let us down easily, while others -- who I call Dirty [...]
Drive
After 35 years of training over 10,000 sales managers, 90,000 sales people, I know the most predictive element of success in sales. Drive. Unfortunately, drive [...]
Every Day in Every Way, I Get a Little Better, Hey!
Motion creates emotion. During the course of day your energy can wane. This is how you can turn your actions into feelings. There is a [...]
The More You Prospect the More You Prosper
One morning my sales manager walked into my cubicle with a dictionary in his hand. I was wondering what he was up to. I was [...]
Stop Stalling and Start Calling
STOP Stalling… and START Calling!! Being in sales is hard. Hearing no after no after no can take a toll on a salesperson -- just [...]
I Can Do It, I Can Do It, If I Put My Mind To It!
Between the start of my career working at Dale Carnegie at 22 years old and when I moved on to something new at 32 years [...]
If It Is To Be It Is Up To Me
Over the course of the last 35 years, I have been a salesman on a straight commission, meaning that I only got paid when I [...]
I Feel Good, I Feel Great, I’ve Got Sales to Make and I Can’t Wait
Waking up and not feeling like going to work? Tired of your cubicle and your daily morning call blitz? When I think back to the [...]