888-503-4121

Never Ask for the Sale

“Oh, you’re a sales trainer,” he said after someone introduced us. “Always ask for the sale, right?”Wrong. Dead wrong. Over 30 years of selling, I’ve lost count of how many times I’ve been advised to “ask for the...

Sales Leadership Qualifications

If I see a sales team making mistakes, it is almost always due to sales leadership setting the stage for those mistakes. Last week on a client call, my client (I’ll call her Nadine) who is being recruited by three different companies, was really stuck on which company...
The Missing Valid Reason Error

The Missing Valid Reason Error

A sales call isn’t about you. It is about your prospect. That is a fundamental principle that anyone in sales must embrace or they’re not a sales professional as much as they are a panhandler or a con man. I don’t pull my punches around that issue. Mainly because if...

Bill the Barber and His Process

I am traveling this week, and hence when I realized I needed a haircut, I couldn’t go to my regular barber. Standing in a new town, I got referred to “Bill the Barber”, a local legend who’s been cutting hair from the same chair for over 4...
Pain and the Limbic Brain

Pain and the Limbic Brain

The average human brain weighs just over 3 pounds. For most people, that is between 1-2% of their body weight. Yet to fully engage the cerebral cortex (where lucid thinking takes place) involves using up to 20% of your calorie burning energy. Now you know why students...
Who is Mack Robinson?

Who is Mack Robinson?

You’ve likely never heard of a man called Mack Robinson. Mack was an accomplished athlete and sprinter. In the 1936 Munich Olympic games, he ran an incredible race in which he set a new world record. He didn’t just beat the old record, he absolutely...
Never Ask For The Meeting

Never Ask For The Meeting

One of the many fundamental rules I follow during my prospecting efforts is to sell the appointment first, not the product. Prospecting should be aimed at securing time, because we have nothing until we have time. Within that rule lies another rule that is crucial to...
What Were You Saying?

What Were You Saying?

Something quite strange happened to me yesterday. I was driving home from my morning workout when I got a telephone call. “This is Julien,” I answered. “Charles, It’s Michael” “I’m not Charles,” I calmly stated....
Controlling the Cold Call

Controlling the Cold Call

Most of the sales psychology I use and teach is based on giving me control of the conversation during my prospecting calls. I want that control. Now I know that many see the idea of “controlling” the prospecting call as a bad thing. They see it as a...
The Power of the Dark Side

The Power of the Dark Side

This whole month, My blog, monthly email, and individual client coaching sessions have been focused on the questioning aspect of sales. We’ve covered the purpose of questions, as well as the proper metrics based on data from several studies. The data shows us...