The Best Way to Establish a Relationship with a Prospect

There are 5 things I have learned in 25 years of prospecting. (I know, that’s only one thing every five years), but hear me out… I’ve learned more, but these five seem not as obvious as others, like “know your customers,” which I did not when I made my first prospecting call in September 1993.  …

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The Secret of the One Percenters

Have you ever witnessed greatness? I’ve been fortunate enough to be able to personally watch some of the greatest athletes of all time. I’ve experienced the unrivaled performance of Michael Jordan, Nolan Ryan, Dale Earnhardt Sr., Peyton Manning, Tiger Woods, and even Trevor Brazile (every blog needs a rodeo reference). I can testify to some of the…

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A Surprising Tip for the Toughest Presentations

Think about your most difficult presentation, your toughest audience, or the time where you had little to no shot at changing the minds of the decision-making team. Despite the odds, you showed up anyway. Got it? You remember the day? I promise you it doesn’t come close to the audience Erin Gruwell faced in the early…

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The Problem with Sales Techniques

The #1 Technique to Becoming a More Effective Seller:  Don’t Focus on Techniques As I read all the advice and articles posted about the secret, magical words to say to a sales prospect that will always make them say yes and become a customer, I hope that everyone is reading the fine print: These ‘techniques’…

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The One Thing Missing from Every Sales Process

Every sales process is missing one step. When I’m passionately trying to make a point, I’ve been known to overstate reality to boost my argument. I use words like “millions” or “never” or “always,” especially with my wife, to win the argument or sell an idea. This isn’t one of those times. I have reviewed…

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How to Impact & Improve Sales Rep Performance

I have spent the last 25 years singularly focused on answering one question: How do you improve a sales rep’s performance? There may be higher callings in life, but this is the path I’ve chosen, and after 25 plus years, I believe I’ve discovered the most important ingredient to not only catapult a rep’s performance,…

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What Key Ingredient Is Missing from Your Sales Pitch?

Do you ever feel at a loss for why your customer decided to buy from the competition? You had the perfect pitch! Your data was clear, your argument was succinct, your logic was flawless, your recommendation was a perfect fit. So what happened? The truth about decision-making, including buying decisions, is this: almost all people…

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Master Your Sales Presentations with 3 Easy Steps

It’s probably safe to say that we’ve all had a case of the pre-presentation jitters. The level of nervousness can range from slight anxiety to full blown panic.  Think about it – we’ve all been there before. It’s the night before your big presentation, you’re practicing your pitch, furiously reading and re-reading your notecards, nervously…

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Sales Lessons from Shark Tank with Barbara Corcoran

The popular show, Shark Tank, provides a great platform for hopeful entrepreneurs to present their ideas to a panel of industry titans. The budding entrepreneurs are there to try to convince the sharks to invest in their product idea. Contestants are presenting to a receptive group of individuals, but without insight, preparation, and skill, it…

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