Don’t think about what people think about you, because they don’t think about you
It is going to be impossible to be successful in sales if your always concerned about what people are thinking about you. Concerned about being [...]
Stop Stalling and Start Calling!
When your prospecting and are encountering all of the challenges that come with it sometimes you can rationalize your priorities and your behavior. You might [...]
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 Shirt [...]
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 [...]