I am fed up with, and still amazed by how the mainstream media thrives on presenting news through negative filters.
Yesterday, when the Dow had its second biggest day in HISTORY, an online summary at MSN.com said something to the effect of , "Stocks have massive record gains; get ready for an equally massive drop on [...]

A while ago I saw a TV commercial for Ping, the golf club company. The theme of the commercial was how Ping built its fine reputation by always asking, "How?" 
HOW could they make a better putter? 
HOW could they make golf more enjoyable with their equipment?
That’s when I dragged my rear out of the chair, grabbed a [...]

Here’s the group of sales pros and managers at the Chicago Telesales College, October 21-22.

 
 
 
 
 
 
 
 
 
 
 
 
 The tips and ideas were flying around so fast and furiously that things became dangerous. So most of us put on safety googles as you see below.

 
 
 
 
 
 
 
 
 
 
 
 
 Actually the glasses were samples of one of the products sold by Orr Safety, and [...]

Here’s a group shot of some of the enthusiastic attendees at my sales training session in Toronto Sunday morning at the dealer meeting for CIS Office Plus. 
In addition to sharing lots of prospecting and sales tips at the meeting itself, I educated two Australians in the hotel bar the night before on the intricacies of [...]

First, thanks to everyone for your comments on the "I’m not interested" post. Some short, some long, some I agree with more than others. I hope to have time later this weekend to comment on more of them individually, but I’m in the middle of several training and speaking assignments, as well as some project [...]

So you make a prospecting call, deliver your opening, and their response is a quick,
"I’m not interested."
Or, "We don’t need that."
Or something similar.
What do you do?
Many reps say "Thankyouverymuch" and hang up.
Granted, this is not a position where you are going to have your greatest shot at success, percentage-wise. This is like a football team [...]

With all of the negativity going on around us, it is especially important for those of us in sales to not contribute to it. As I’ve mentioned before, and will continue to do, you control your attitude and what you will DO next.
Therefore, we need to make it a priority to be proactive in keeping [...]

I’m not a big believer in getting too cute with your voice mail greetings, or giving an entire sales presentation. No one has time for that and it annoys callers. However, you do have a captive audience and an opportunity to make an impression. Here’s an excerpt from a brief article written by Brian [...]

I’ve been giving some thought to the question,
"What’s it going to take to …?"
It’s a bad, salesy-sounding, cheesy technique. And It’s a good technique—when used at the right time, in the right situation.Let’s look at some examples.
The call arrived, I answered, and the salesperson with the office supply company said,
"I’m with _____. I see you’re [...]

A guy working a booth for the US Airways VISA card at the Phoenix airport stood in the middle of the concourse yelling to anyone who would listen, “Free stuff!”
He apparently was giving away some type of t-shirt or stuffed animal for signing up for their card. I wasn’t quite sure, since I, like everyone [...]