A stranger approaches you on the street and asks for some money.
A person wielding a clipboard (or an IPad) jumps in front of you as you’re walking down the shopping mall and asks if you can take 10 minutes for a survey.
A woman at a bar is approached by a man she doesn’t know, who [...]

"Sounds like something we might look at, we’ll review it, then go from there." What? What was just said there? It was a Fuzzy Phrase, and how you react determines if you move them forward or, they stall you. See how to handle these in this video.
 
 
 
 
 
 
 
 

Here’s a question I received the other day:
"What is the best, quickest way to increase sales by phone?"
At first glance I dismissed this as one of the many questions I often get from people who think there is a simple, easy answer to doing well in sales.
But after pondering this, there is a relatively simple [...]

If on a sales or prospecting call, you have ever had a voice mail not returned, been screened out by an inquisitive gatekeeper, got shot down in the first 15 seconds, or did not stimulate rapt attention in your listener, you will learn how to avoid those problems in this NEW two-part webinar I did [...]

I’m a self-taught cook, and probably own as many cookbooks as sales books. I watch the Food Network every chance I get. For a few years my barbeque cooking team traveled all over to competitions, and we even won a few championships. It’s tough to order at many restaurants, since I sometimes struggle to find [...]

Just wondering …… why in the world do some salespeople feel like they must sound like a salesperson when they get someone on the phone?
What is it about presenting … whether it be selling by phone or speaking before a group that causes some people to cinch up and sound like the synthesized voice [...]

For those salespeople and managers out there who whine about how hard it is to actually talk to people, and that they are contacting so many more people by email because its more effective, here’s something to chew on.
Here’s an example of what likely is being sent by “salespeople” perhaps hundreds [...]

A newer sales rep came into a company, in an industry he had never sold to before. Within two months he was kicking major butt and became the Number One rep. By a lot.
One disgruntled and jealous rep, in another region, who had been there for a few years, asked the manager what the new [...]

Debt crisis, stock market roller coastering, riots, wars… there’s lots of fodder for negative people to grab ahold of and wallow in. Add to that the fact that using the phone in sales can be one of the most morale-crushing tasks that anyone can perform–if you allow it to take you to that place.
We can’t [...]

The NFL lockout is over, and camps are opening up, practices are in full swing.. I can almost guarantee not one coach is saying this to his quarterback.

Coach: "OK I need you to go out there and throw the long bomb on every play. Every time you take a snap, just toss it as far [...]