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...

Sales people have questions. Jeffrey has answers

I get a ton of emails from people seeking insight or asking me to solve their sales dilemmas. Here are a few that may...

Looking at my (life) reflection in a different way

How do you define the word “reflection”?At the moment I'm sitting outside on a sunny day overlooking the Pacific Ocean on the Oregon coast....

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...

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...

What do you do every day to build attraction and brand?

Personal reality: You wake up, shower, shave (M), put on makeup (F), brush your teeth, and comb/fix your hair (if you have any). Every...

Lost on the road to success? Ask Jim Rohn for directions

Sales sick? Take two Jim Rohn (lessons) and call me in the morning.One of my most respected life influencers was Jim Rohn. Considered America's...

All airlines are the same — except for their people

As you may know, I’m a regular flyer — about 200 flights a year. The flights are mostly on major airlines, but because I’m...

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...

Free sales! Free sales! Step right up and get your free sales!

What are your social goals this year? No, not who are you taking to the dance on Saturday night.What are your intentions to create...

Who is Martin Rooney — and why you need to know

In early August I got a call from a guy named Martin Rooney who had just moved to Charlotte from New Jersey. Turns out...

I’m sorry, I didn’t hear you. Could you repeat that?

“I didn’t hear you.”No, you weren’t listening.“Our people need to listen better.”No, your people need to understand why they don’t listen.Reality Check: You quit...

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...

I know you love your business, but do your customers?

What’s the “RAP” on you and your business? What do you mean you don’t know? You created it!Just ask Mother Google. She is standing...

Help! My main contact left the company and I’m panicked!

Here is a letter about a common problem. Uncommon answer to follow.Dear Jeffrey, I sell copiers in NYC, and this year I finished as...

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...

Jeffrey responds to 3.5 big questions with 3.5 bigger answers

Here are 3.5 answers to 3.5 questions frequently asked by salespeople:1. How come people don’t call me back?People not calling you back is not...

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...

Show me the value, or I’ll show you the door

How do you make a sales presentation?No I don’t mean warm up, probe, present, overcome objections, close.I mean: What’s the big picture of your...

Windshield time: Before and after opportunities

All outside salespeople have “windshield time” — the time you spend behind the wheel, or in some form of transportation, going to and from...

FOLLOW US

12,408FansLike
2,144FollowersFollow
24,687FollowersFollow
0SubscribersSubscribe

NEWSLETTERS



SEPT. 7 ISSUE

TRENDING