All Episodes
Episodes
Electronic Communication: What Message Are You Sending?
In this world of electronic communication, it is sometimes difficult to determine the mood of the message you are receiving. A language is developing with hash tags, emoticons and the letters “lol” following a message...
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Know When to W.A.I.T.
What do you believe is the number one obstacle to sales people being successful? A sales manager who was considering me to provide training for his team asked me this question. The long answer would have been that it...
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Sorry Oprah, No Purse For You!
One of the biggest mistakes you can make in selling is to prejudge your prospect and assume they cannot afford what you are offering. You may have heard that while Oprah was in Zurich to attend Tina Turner’s July...
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A Drop of Honey
There are a number of people who try to get what they want by demanding or barking longer and louder than everyone else. Results may vary but this type of approach rarely builds moral and confidence. It usually leads...
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The Q.U.I.E.T. Method
One of the biggest mistakes I see salespeople make is that when they receive an objection from a prospect they will get defensive and begin overselling and talking too much. In order to gain commitment from a prospect...
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The "R" Factor
Last week I sat in meetings with a few dozen salespeople. Many of them were at the top of their game earning a six-figure income year in and year out. As I often do in these situations, I observed them to determine...
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Breaking the Ice Series; Session One
This question comes up more than any other from people who are new to sales and building their own business. Your ability to master this skill depends largely on your personality and what type business you are in. For...
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The Next Fifty Years
Please indulge me. Today is my fiftieth birthday. I tell you this but for one reason; I have never been more excited about the next fifty years. I know we are not promised tomorrow, however, I intend to live each day...
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He Had To Work On Him for an Hour!
I sat mortified as I listened to this story about a Fitness Center owner who described his effort to close someone for a new membership to his facility. These were his exact words; “I had to work on him for an hour to...
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Shark Tank Fan Podcast; Season 4, Episode 21
Pierce Marrs and Steve Hayes are back to recap Episode 21 of Season 4. Lori Grenier is back with Kevin, Damon, Mark and Robert where they review  “Liddup”, “Echo Valley Meats”, “RootSuit”, “Gobie H2O” and an update on...
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Dishonest Salespeople
If you lie or misrepresent yourself and/or your product at any point during your sales process, you are risking the chance of never having an ongoing relationship with your prospect. A friend of mine shared this story...
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Levels of Competence
The publisher of Success Magazine, Darren Hardy, states in his bestselling book Compound Effect, “Your biggest challenge is that you’ve been sleepwalking through your choices.” He goes on to say that half the time...
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