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 [...]
Remember Your First Script? Here is Mine: The Coffee Talk
My second day in sales my manager gave me my first script, which was called the coffee talk. We practiced the coffee talk, over and [...]
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 [...]
Most Sales People Resist Tracking Their Activity Here Are Ten Reasons Why You Should
I was always looking for ways to get and stay motivated so one day I decided to reverse engineer my prospecting numbers to determine exactly [...]
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 [...]
Ten Common Pitfalls for Newer Financial Advisors and How to Avoid Them
Having trained and coached over 20,000 three year and under Financial Advisors in the last 20 years, there are too many pitfalls to try to [...]
Get Up NOW!
When the alarm goes off are you battling mind over mattress? Whether or not to stay in bed and dream or get out of bed [...]
A Yes or a No is Better than a Maybe: Four Strategies for a Stalled Sale
So, let’s assume you have taken a prospect through your sales process, it has lasted the length your normal sales cycle and they still [...]
The Most Important Personality Trait
Most Sales Managers are looking for the silver bullet in hiring the right salespeople. What do you look for? In this video we will [...]
Selling Is a Numbers Game and in Order to Win, Pick up the Phone and Dial it Again
My sales manager walked through the bullpen one morning chanting “selling is a numbers game and in order to win, pick up the phone [...]