Articles

Quiz Time!  When you are making your prospecting calls communication is taking place.  What percentage of that communication is the words you speak?   _____% What percentage of that communication is your tone?  _____% The combination of the two needs to add up to 100%. Come on – commit to an answer before you continue reading […]

  “By far the most important consequence of the conceptual revolution brought about by physics is . . . the insight that we had not been using our minds properly and that it is important to find out how to do so.” A salesperson’s mindset is simply a set of beliefs that they have developed […]

A hypocrite is someone who pretends to have virtues that he/she does not actually possess.  A person whose actions belie stated beliefs. The hypocrisy is completely overwhelming! Think about this: CEOs and Sr. level executives have millions of salespeople on the street attempting to engage other CEOs and Sr. level executives, yet some of those […]

In this fast paced business world, your product is not unique; your service is not unique.  You are the unique differentiator in your marketplace.  Yes, your process may be unique. However, you are the unique person who influences your prospect to engage in your process; right? In our culture, it is not the hardest working, […]

Recently I spoke with a highly credible sales trainer who shared that his philosophy is no more cold calling, just build your business on referrals and by capitalizing on relationships with Centers of Influence. Yes, I agree that is ideal and dream come true.  However, how many salespeople have enough quality Centers of Influence to […]

Q:  What is the quickest way to blow your credibility with prospects? A:   Tell them you are not trying to sell them something. There are multi-billion dollar organizations that have financial advisors and salespeople telling prospects this all day every day.  And they wonder why their prospects dis-trust them. The fact of the matter is […]