Nearly all of us—whether we’re salespeople, business owners, or professionals—love the products and services we sell. We take pride in their quality, reliability, accuracy, versatility, speed, appearance, safety, and …
It’s Not Too Late
It’s not too late: To thank someone. To apologize. To start over. To change direction. To follow up with your buyer. To learn something new. To go somewhere you’ve always wanted to go. To ask for …
Direct Mail Done Right
Regular readers of this blog know that I like to point out egregious examples of bad sales and marketing efforts. Like this one. And this one. Oh, and let’s not forget this one. But I like to highlight good examples as …
The Magic Customer Service Question
I was hungry. I had just checked in at the Sheraton hotel in Tampa, Florida, where I was conducting a sales training seminar the next day. Now, normally when I’m traveling, I like to get out of the hotel and find a …
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19 Sales Tips from Influence ‘19
After twenty years of going to “Influence”—the National Speakers Association’s annual conference—“Influence” finally came to me! That’s right, Influence 2019 was held in the city I happily call home: Denver, …
28 Ways to Cripple Your Sales Team
Are your salespeople too efficient? Is their closing rate too high? Are they bringing in more business than you can handle? It’s a common problem. I see it all the time in my work as a speaker and trainer. I feel your …
