Prospect’s can be frustrating at times. Some people will tell you exactly what they want AND tell you the truth. Those people are great. They make the sales easy when we get them. Most of our prospects aren’t that...
Read MoreWhat do you do when you screw up? The only thing you can, you improvise, and you recover. Yesterday I made a nice little mistake. I sent out an email to 27,420+ people around the world with a link that didn’t work. As soon...
Read MoreStories are one of the oldest and most effective of all sales techniques. Here’s a hilarious video clip from Chris Farley’s Tommy Boy that shows a simplistic, but great use of storytelling to dramatize the negative...
Read MoreI am not real proud of this one. But this story needs to be told. The prospect called the CEO and VP of Sales of my company he was so pissed off. The customer’s offices were in Colorado Springs. I was living and working...
Read MoreThe people who are the best make it look so easy. And that is often because for them it IS so easy. I got an email from a reader over the weekend. He was commenting about my sales persistence advice last week on focusing on only...
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