Latest News

Should You Be Selling? Or Marketing?

Every now and then, someone will return a product or otherwise complain to my office that they wanted a sales book, but received a lesson on marketing instead. What they fail to realize is there’s a very good reason for... 

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Selling skills for … doctors?

I’ve been suffering from a pretty severe sinus infection the past couple of months (!) and, after two visits to my regular doctor who couldn’t find a solution, I went to an ENT (ear, nose, throat) specialist. After... 

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Cold Calling in 2010

Walk into any sales meeting in the world today, and the top subject is activity. How much activity is each sales rep doing? Could they squeeze more activity into their already busy schedules? The issue usually escalates into sales... 

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The Cold Hard Truth About Cold Calling 2.0

There’s a new trend on the Internet today, and it’s the idea of Cold Calling 2.0 that a lot of authors are now pushing. They claim that it’s a new method, and unlike the old antiquated method of calling strangers... 

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Successful Sales Prospecting In A Recession

There’s plenty of panic and uncertainty among salespeople today. Most hear the endless news stories of our current economic recession, and they assume they ‘ll have a much harder time selling. The fact of the matter... 

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The Case Against “Objection Handling”

Learning how to overcome objections is an integral part of just about every sales training process, whether it’s formal corporate training, or a book you picked up in the airport. It only makes sense, right? You need to... 

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The Proper Way To Get Referrals

As a business owner, I interact with and buy from outside salespeople on a fairly regular basis. Most, of course, ask for referrals at some point after the sale, or in many cases, several times after the sale. Here’s the... 

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How NOT To Get A Sales Appointment

Over the past couple of weeks, my staff has been dealing with a very persistent – but poor – salesperson. He is the very antithesis to my sales techniques, and is a great example of how NOT to get an appointment. It... 

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Most Salespeople Lose Money Wasting Time

I just posted a rant on another site about this – the fact that so many businesspeople, and salespeople in particular, waste unacceptable amounts of time doing menial tasks that should be outsourced to someone else. Many... 

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On Procrastination, Optimism, and Failing to Take Action

Ahh, a new year. For salespeople, it’s even better than a new month. It’s a time to start fresh, with a clean slate, and get back to work renewed and recharged. I can see the trend just from observing traffic and sales... 

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It’s Christmas season! And that reminds me…

Yep, it’s “the most wonderful time of the year.” Time for family, celebration, Santa Claus, and good times. However, when I was in sales, I didn’t particularly look forward to Christmas. It meant that prospects... 

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The Fallacy of Cold Calling (and why it doesn’t work)

I just read a comment on one of my YouTube videos, stating that my explanation of why cold calling doesn’t work is wrong. In the video, I explain that since the result of making cold calls is usually zero, then basic grammar... 

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