Latest News

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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The Most Important Skill Salespeople Need to Learn

I just saw this post on The Marketing Tech Blog, and it’s a story all salespeople need to read and learn from. Here’s an excerpt that sums it all up very well: It’s a basic lesson that anyone who sells products or... 

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