If you are serious about changing your career and your life, then get in the practice of working on your mental attitude first. Adopt these five mental attitudes of winners to powerfully change your ways of thinking and to permanently…
The rich, the poor, the successful, the struggling – all manner of men and women the planet over are using this law or principle of being, and it has been this way since the beginning of time. Right now, right…
Someone wrote me once about a prospect who wasn't calling him back only to find out the prospect was leaving the company. He wrote me and said, "I guess intuitively I knew he wasn't the right guy to make the…
If you have to make cold calls as part of your sales process - either to set appointments or to find potential clients to sell your products and services to - then you know how hard it is to overcome…
The end of the year is always a time of reflection, and what I've learned to do over the years is to identify the things that had the biggest positive impact on my business, and then to do them again…
Have you ever been in a closing situation that seems to have stalled, where your prospect isn’t really objecting, but they sure aren’t going where you want them to go? Sometimes during a close you’ll find it necessary to sort…
Remember, your prospects have a need they are looking to you to help them fulfill, and the more they feel you understand their needs and can help them, the more likely it is they will do business with you. So, how…
The #1 problem I run across when working with companies is an unreachable, unrealistic revenue goal set by the owner that has no real buy in by the sales manager. It is this disconnect that causes friction, undermines morale, and…
Nothing will disqualify you faster than a history of job hopping, or a history of staying at jobs for less than a year. Obviously, the reason this is a red flag for companies is that they see themselves investing thousands…
Ask direct, specific questions that require your prospect to either commit to what’s next, or that get your prospect to reveal that the sale might not go through (I know you hate to hear that, but it’s better to find…
The point is that most people spend time worrying about not hitting their goal and concentrate a lot of time thinking about the things that could go wrong, while Top Performers in any industry or sport are thinking only about…
So many people still ask me what the secret to successful goal setting is, so I thought I’d share with you one of the basic principles of goal setting. The most effective way to set goals is to start by…
