When you walk in empty headed, you walk out empty handed

How much of your presentation is “standard”? Whether you sell a product or service, whether it’s simple or sophisticated, what percentage of your presentation is...

LinkedIn is great for business — smart business

I am not a LinkedIn expert, but I do have more than 15,000 LinkedIn connections. Do you? I may have more visibility and notoriety than...

The secret behind lousy service and why it happens

Question: Why does lousy service occur? Answer: Lousy service happens because (big) companies don’t understand people or training. I am amazed at how many times someone...

Passive, aggressive or assertive? Which one wins?

The answer is “assertive.” It’s the best strategy for engaging, establishing control, proving value, creating a buying atmosphere and forging a relationship. I define assertiveness...

A dozen books you should own and read — at least once

When Jim Rohn said, “All the information you need to succeed already exists; the problem is you haven’t exposed yourself to it,” it was...

On choosing happiness — will you treasure it now?

Happy New Year! Or is it? People wish it to you, to me — all the time. So, how happy are you right now?...

Why hire an athlete? Because they know how to score!

Everyone wants to hire the best person for the job. I do, too. Here’s a concept: Hire an athlete. It may help you as an...

What’s your ‘type’? Mine is ‘sales successful’

Everybody talks about “types” of people to figure them out. Salespeople are all taught to mirror, model and typecast their prospective customers. Big mistake. It’s...

For the love of sales — and not for the love of money

Do you love sales? Do you love what you do? Do you love your product? Do you love your company? Do you love your...

Before making the proposal, you’d better make the sale

“Sounds good. Send me a proposal.” How many times have you heard that? Too many. So you run back to your office, put together a...

5.5 keys to naming your product’s price with confidence

The price of whatever you sell carries with it a discomfort for most salespeople. They’re hesitant to bring up the price because it’s the...

Turn your ideas into action to have a great year

Everyone wants to have a great year, and many start with a flurry. Problem is that many can’t keep up the momentum or maintain the...

A goal is a dream with a plan — and other ridiculous fairy tales

My mother never went to Europe. She talked about it, dreamed about it — even opened a travel agency at age 55. She never...

A penny saved is a penny earned — or is it?

Ben Franklin sought to cultivate his character with a plan of 13 virtues, which he developed at age 20 (in 1726) and continued to...

Proper, precise, purposeful response shortens sales cycle

How do you respond to your customer’s words and barriers? The answer is: carefully, truthfully and with authority. Whether it’s a bold statement in response to...

Salespeople have questions — Jeffrey has answers

Jeffrey, as you often suggest, my company is going to start filming client video testimonials. There will be some clients we would not invite...

Don’t just listen and learn — take action and do

Salespeople already know everything — the problem is they just don’t do it. And sales is not about “knowing” — sales is about “doing.” I was...

The not-so-secret formula that makes a great salesperson

What makes salespeople successful? What characteristics make up a sales superstar? Wouldn’t you like to know the answer to these questions? So would every salesperson. So...

The risk of 9 to 5 and the reality of before and after

Ninety-five percent of all salespeople try to fit their sales day into a normal workday. They want their day to be from 9 to...

LinkedIn is as great – or as pathetic – as you make it

I have more than 26,000 LinkedIn connections and almost 30,000 followers. How many do you have? I may have more visibility and notoriety, but we...