If I had an hour to save the world I’d spend 55 minutes thinking about the problem and 5 minutes thinking about solutions – Albert Einstein Great innovators, salespeople and leaders don’t look at themselves only as solution providers. They instead understand their true talent lies in being able to uncover problems that average folks [...]
What Will Be Written About Us Yesterday morning, my 12-year-old son Jake needed to use my computer to print out a school report. Of course, he waited until five minutes before his ride to school to do what should have been done the night before. After scrambling to get the printer to work, he finally [...]
If you can conceive it in your mind, then it can be brought to the physical world. -Bob Proctor of “The Secret” Last week we talked about the importance of planning now so that 2012 becomes your most famous year. We discussed the importance of asking yourself, “What specifically do I need to keep doing, [...]
“Reflect upon your blessings, of which every man has plenty, not on your past misfortunes, of which all men have some.” -Charles Dickens The Christmas weekend is here and I am gearing up for my annual life lesson from actor Jimmy Stewart in the movie “It’s a Wonderful Life.” In the movie, George Bailey (aka [...]
…Tips to Getting the Call Back Are you tired of leaving voicemails for prospects that don’t get returned? Well it’s official. You’re human! In fact, studies show that prospects only return between 5-10% of all voicemails left. So the first question may be, “Should I even leave a voicemail?” And the answer is, “Yes!” But [...]
“Thanksgiving Day is a jewel, to set in the hearts of honest men; but be careful that you do not take the day, and leave out the gratitude.” E.P. Powell Think about how you will feel at the end of this workday and head into a great Thanksgiving weekend. Something is happening to you right [...]
What is the favorite part of your sales presentation? If you said, “Presenting the cost and then closing the deal” then you are a rare breed. Fact is, most salespeople truly enjoy finding a prospect’s needs and then presenting the solution. What most don’t love is then delivering the cost. But to be a top [...]
To increase your performance by 15%, give 15% more effort. -Brian Sullivan Let’s not overcomplicate this. In sales, there are only two ways to get better results. The first is to make more sales calls. The second is to perform better on each call. So how many prospecting calls do you make each week? And [...]
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