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...

7.5 responsibilities sales leadership has to its salespeople

All salespeople are given a plan, a quota, or some kind of “numbers” to achieve as a major part of their job requirement.The key...

‘I can’t find the buyer anymore!’ Here’s why …

Recently, I received the following letter:Jeffrey, I have some sales situations I can’t get past, and maybe you can help. I’m an insurance agent....

Post words; achieve big; build success — day-by-day

Last year I posted four words on my bathroom mirror: “Finish,” “Write,” “Shape” and “Yes.”My results?• I finished my “21.5 Unbreakable Laws of Selling.”• I wrote...

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...

Dream your way to sales success — all day long

Ever dream? Ever had a scary dream? Think you were dying? Falling? Wake up in a sweat?What causes dreams?I have no idea — and...

It’s been a long time coming: a new way to view change!

Change is coming. Got fear or joy? Got worry or positive anticipation?Putting your head in the sand or headed to the beach to relax...

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...

You cannot ignore the present — it’s where your sales are

My sales perspective flies in the face of traditional selling. And it’s not just a disruption; it’s the new way of sales. What’s your...

What you listen to can determine your mood and your fate

Everyone has their own time machine. The only question is: how are you using it?The time machine I’m referring to is music — the...

What do you do when workplace ‘change’ happens?

For most people, “change” is a mixture of what was, what used to be, what is present, what I’m being faced with now, what...

The power of sales success — it’s found within you

Last week I talked about the power of sales success and gave you the first 10 personal powers you need to possess in order...

Beyond networking — all the way to new business

I’ve been attending networking clubs and networking meetings for the better part of 25 years.A couple of weeks ago, I attended a Business Networking...

What’s the sincerity level of your message?

When someone tells me to “have a nice day,” I don’t think they mean it. I think they’re just saying it as a kind...

The big secrets of enthusiastic emotional engagement

What is engagement? Better stated, how can you engage other people to become interested in you and your product or service?Dale Carnegie (“How to...

You cannot ignore the present — it’s where your sales are

My sales perspective flies in the face of traditional selling. And it’s not just a disruption; it’s the new way of sales. What’s your...

Why your sales process or sales system doesn’t work

Are you being forced to sell someone else’s way? Are you uncomfortable using a “system” of selling?I read a report yesterday stating that 70...

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...

The science of the sale, the art of doing lunch

Let’s do lunch! Well, let’s do lunch the right way.Too often, salespeople think getting a lunch appointment is the victory and don’t concentrate on...

The big secrets of enthusiastic emotional engagement

What is engagement? Better stated: How can you engage other people to become interested in you and your product or service?Dale Carnegie (“How to...

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JULY 26 ISSUE

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