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How to “Sabanize” Your Sales »

College football is now in full swing, and last year’s national champion, Alabama, again rose to the top position in the polls with their convincing win over Michigan last Saturday. (If I haven’t lost you non-football fans already, relax, this is not entirely a sports article.)
Alabama’s head coach, Nick Saban, has wonthree of the [...]

Avoid Rejection By Changing Your Reaction »

As I tell every group of sales reps I work with, most of what we accomplish in sales is attributable to our attitude. Sure, we need to be skilled in the mechanics–the what-to-say part–but that doesn’t matter if we feel like dirt.
Therefore, it’s especially important for us–much more so than any other job–to be proactive [...]

Be Like Warren Buffet: Turn Failures Into Opportunities and Eliminate Rejection »

At age 19, his application to Harvard Business School was rejected. He was devastated at the time.
However, exploring other options, he quickly regrouped and sent in a late application to Columbia, where two investment experts that he admired were teaching. He was accepted. There he learned the values and principles that guided his investing. [...]

If You Ever Lack Focus, this Might Help »

Last month I met with a group of other speaking and training professionals, just as we have been meeting several times per year, for 14 years now. It’s a mastermind group (if you’re not familiar with this term, I suggest researching it and perhaps finding or starting one, as it will likely change your life, [...]

250 Free Motivational Quotes for You »

If you are reading this, I’m guessing that you will make it through the most depressing day of the year without doing anything drastic.
You see, January 18 is the most depressing day, according to Dr. Cliff Arnall, a British researcher from Cardiff University.
Dr. Arnall, who studies such things (and does that make HIM feel better [...]

The Easy Way to Get Bigger Sales »

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 [...]

You Can Fool Your Attitude Into Being Positive and Confident »

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 [...]

Sales Lessons from World Champion Poker Player, Annie Duke »

I had dinner with world champion poker player,author, and Celebrity Apprentice finalist, Annie Duke last weekend. Well, me and 10 other people. My friend and client, Mike Faith, CEO of regularly holds "Reserve Dinners," where he brings in a celebrity or business titan, invites a small number of individuals to participate and socialize with [...]

What Avoidance Behavior is Holding You Back? »

Picture the sales rep who spends two prime hours every day online, and reading trade journals, the Wall Street Journal, and more, "so he can be well-versed, just in case someone asks questions."
And the rep who feels obligated to assume ownership of all minuscule customer service situations–ones easily delegated–because she wants to be certain they’re [...]

Holiday Season a Dead Time? Only if You Think it Is »

During the holiday weeks around Christmas and New Years each year I traditionally talk about how those days are a great time to sell.
I went back and read some of that material and will share it with you again now. If you are going to be in the office during these days, don’t mope around [...]