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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.

Today he is the second wealthiest man in America and the most famous stock investor in the world. Of course I’m talking about fellow Omaha native, Warren Buffet. (No, I do not know him, and he does not call me for advice.)

Buffet is a big believer in looking for the opportunities in setbacks. Which is what all great salespeople do as well.

In a Wall Street Journal article, Buffet said, Read the rest

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, and income) called Master Speakers International

Usually at our meetings everyone shares ideas about what’s working for them in their business, marketing, sales, operations, technology, latest must-read books, etc. At this meeting, one of our members, Mark LeBlanc,, a small business success expert, conducted the entire program. Although I took pages of notes, just a few key points will put a lot of money in my pocket, and might for you as well. Read the rest

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 or worse about himself personally, just wondering) takes into account factors like post-holiday blahs and debt, failed New Year’s resolutions and, this year, the abnormal bone-chilling temperatures all over and snow.
Most of us in sales–inside sales and prospecting in particular–look at this and snicker. Not only do we experience much more possible negativity than the average non-sales type, we PROACTIVELY put ourselves in positions to get it.
In fact, if we are NOT regularly getting what most people view as distasteful–no’s– we are not doing our job.
That doesn’t mean we are totally insulated from being pulled down. No, it means we have become skilled at taking what happens to us and view it in a different light. (I speak specifically about how to do this in my client training programs and in "How To Sell More, in Less Time, With NO Rejection, Using Common Sense Telephone Techniques" ) Read the rest

Begin 2012 By Getting the Easy Sales »

Did you go through an annual review recently?

They can be very profitable.

Oh, I’m talking about YOU doing an annual review  of your customer and prospect database, and then doing reviews with your customers and prospects.
That’s right. The first place to mine for gold is in the treasure you now possess.

Most people begin a new year with grand plans to increase their new business. Yet many of those same people don’t pick up the easy stuff first, skimming  the cream that already residing in their computer. This is an area we often cover in my training workshops for clients.

Here’s how. Read the rest

Update and Zipps’ Response to Being Kicked Out of the Bar »

With any business, making mistakes with customers is inevitable. Every good customer service training program or expert will agree that the key to minimizing damage and maintaining customer goodwill is in the proactive steps the business takes to recover.

Here is an update to my situation, and some observations.

Todd Goldman, one of the managing partners of Zipps, posted a message to “Customer and Inquisitors” on my blog on Wednesday. You can read it yourself in the Comments section in the original post and form your own opinions. I was not personally contacted  prior to that posting on my blog.

Mr. Goldman did send me a personal email of apology later that evening. He has asked that I keep the gist of that communication between us, and I will honor that. Read the rest

Kicked Out of a Bar Because I Didn’t Want My Burger Split. Really? »

(NOTE: I had originally sent this out to my email sales tips newsletter subscribers earlier today. The response has been overwhelming. I’m posting it here so those of you that want to comment and even share your own stories can do so. Enjoy!)

I wouldn’t fault you if you don’t believe what you’re about to read. It is such an outrageous and bizarre example of customer treatment–I can’t even call it "service"–that I might not have believed it myself. Except I experienced it last Saturday.

First, some background.

Zipps is a local, popular chain of sports bars in the Phoenix/Scottsdale area. I have visited several of their locations regularly over the past few years, including their original place, Goldie’s. Their food is a notch above typical sports bar fare, they have lots of TV’s, and a fun atmosphere. My friends and I watch plenty of sports, we enjoy the beverages sports fan typically consume, and have spent a nice amount with them on food and drinks over the years.

Not anymore.

Last Saturday afternoon a friend and I stopped at the Zipps on Via de Ventura road in Scottsdale. We ordered a couple of drinks and chicken wings. We played some shuffleboard, then decided to get a burger. Just one, since neither of us wanted a whole one. I told the bartender/waitress that we were just going to split a burger. She said, Read the rest

This Is Certain to Cause Early Resistance »

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 asks, "Do you want to have a relationship?"

What were YOU feeling as you read each of those?

Discomfort. Resistance. Maybe skin-crawling creepiness in the last example. Read the rest

Reacting to Statements that Just Don’t Make Sense »

"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.









The Quickest Way to Increase Sales »

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 answer:

Sell more to people at the very moment they are buying.

For more how-to info on this, I contacted my friend and colleague, Jim Domanski, the Add-On Selling Guru, He’s author of the book, "Add-On Selling: How to Squeeze Every Last Ounce of Sales Potential From Your Calls." Read the rest

New Webinar: Know More! Cold Calling-How to Find and Use Information to Make Successful and Smart Prospecting Calls »

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 with Sam Richter, and you can access the webinar and all the bonuses right now.

The basic premise of Smart Calling is having intelligence about the people, companies, and situations you are targeting so your value proposition is relevant, creates instant interest, and gets you into a sales dialogue. This happens because the message is targeted and personalized, and doesn’t come remotely close to sounding like the typical cheesy “cold” call. In this program, Sam Richter, author of the great book, Take the Cold Out of Cold Calling shows you exactly how to get the prospect intelligence you need, and then I show you how to use it.

Check out the details here.