This is my first blog post in nearly a year. Last September, my 74-year-old father was hospitalized for what turned out to be pancreatic cancer. (Those last two words kinda give away how this story is going to end.) I …
Five Great Things to Say to Prospects
Have you ever struggled with what to say to a prospect? Do you wish you had an arsenal of powerful words, phrases, and questions that you could whip out and use whenever you needed? Listen to my appearance on …
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One Simple Trick to Improve Your Sales Presentations
Do your sales presentations cause prospects to buy immediately? Or do they result in yawns, glassy stares and fidgeting? If it’s the former, great! But if it’s the latter, there’s a simple way to make them far more …
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15 Sales Tips from NSA ‘15
As a sales trainer and keynote speaker, I am, of course, a member of the National Speakers Association. Which means that last week I was in Washington, D.C. for the 2015 NSA Annual Convention. More than 1700 of the …
How to Avoid Becoming Obsolete
Technology, society and the marketplace are all changing faster than ever before. With those changes come both threats and opportunities for your business. How can you avoid the former while seizing the latter? Listen …
Nine Reasons Salespeople Discount When They Shouldn’t
One of the most frequent complaints I hear from sales directors, VPs, and CEOs is that their sales team—whether it’s internal or their distribution channel—discounts too much and too often. While it’s maddening, it’s …
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