It's a sales mantra: Selling is not telling. We all talk too much on sales calls/visits/presentations. Do whatever you need...
Change say to ask.You have to know what you want (clearly) as an outcome of the visit to know what...
Nick and I have been doing some pretty intense training, teleseminars and coaching in the last few weeks. Plus, I...
This nugget focuses on the power of one idea: authenticity. At training camp we have everyone practice their presentations, remembering...
Like predisposition, follow-up requires attention and a specific strategy. Too often we see wonderful presentations/asks/sales calls wasted because of a...
This little nugget is about predisposition--the goal of which is to set the stage for your visit, call or presentation....
Short. Sweet. Powerful. Here's an IDEA that you can use immediately to significantly increase the level of investment from your...
I had a chance last week to be with the COLORADO COLLEGE SALES TEAM. They’re on fire and doing a...
From the Aladdin Factor: 7 CHARACTERISTICS OF THE “MASTERS OF THE LAMP” They know what they WANT. They BELIEVE they...
Here’s a big lesson/coaching tip from recent experiences: GET MORE AGGRESSIVE! ALWAYS ASSUME THE BEST … Timing is perfect. They...
This is a quick one to share - let you ponder and add your thoughts. When meeting with a new...