How to Never Ever Cold Call Again
The number one complaint I’ve heard from salespeople is that they absolutely hate cold calling. And why shouldn’t they? According to the...
Stop Selling and Start Dating
Do you remember when you went on your first date with your significant other? Do you remember the hours and hours you spent talking to...
Ask This One Question to Significantly Reduce Objections When it’s Time to Close the Sale
One of the biggest complaints I hear from business owners and their sales teams is that when it comes time to close the sale, they learn...
Succession Planning for Family Businesses
Baby boomers are an entrepreneurial lot. The population born between 1946 and 1964 started more businesses than any generation before...
Trust Begins by NOT Throwing Up on the Prospect (Part 2 of 2)
Earlier this week, I posted Part 1 where I discussed what it means to “Throw Up On Your Prospect”. In Part 2, I’ll share four tips that...
Trust Begins by NOT Throwing Up on the Prospect (Part 1 of 2)
I have read many articles on how to build trust and agree with most points the writer is trying to make. Notice I said most. Some points...
6 Ways to Build a Rock Solid Relationship
1. Put the customer’s needs before your own. Don’t sell what you want your client to have. Instead, ask questions to determine...
