888-503-4121

Fear of the Phone

There’s a lot of talk and concern about contagions lately. I see both extremes, some people wearing masks while sitting in the car by themselves and others not wearing anything while hanging out with a crowd of people around them because they think they are...

Keep the Humanity in Your Sales Calls

It’s easy to over complicate things. It’s easy to get in our own heads and cause inertia by attempting to calculate and prepare for every contingency. If you’re planning a hostage rescue, that’s probably a good instinct, but in sales, it...

The Busy Dilemna

Activity breeds results. In sales, truer words have never been spoken. While we often chase results, the savvy sales professional knows that results come from activity. Activity comes from passion, discipline and focus. So let me preface what I am going to say this...

The Dichotomy of Selling

I have a new favorite word lately. It is “Dichotomy”. The dictionary defines it as “division into two mutually exclusive, opposed, or contradictory groups”. The reason I like this word so much is that is embodies the concept of balance....

Welcome to the New Normal

OK, It’s all over right?. Nothing to see here. Move along and go back to your normal routine. If you or your prospect didn’t spend 6 weeks in a hospital room hanging on to life by a thin thread, then the best course of action is to just go back to doing...