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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...

The Questions Success Recipe

Continuing our monthly theme of questions, lets now briefly discuss the quality of questions you ask. Simplified to the extreme, the quality of questions we ask as sales people is even more important than asking the volume of questions as discussed last week. The...
Too Many Questions?

Too Many Questions?

Last week, I designated April as “Questions month” and discussed the intent of the questions we should be asking in a sales scenario. The next important thing to discuss is the quantity of questions we should be asking. There is an obvious trap to avoid of...

What’s the Question?

I got a lot of questions on Monday. Are you really moving? Did you really buy THAT car? Did you really take that job in a different city? The cause of all those questions was my relentless barrage of April Fool’s jokes. I’m pretty brutal with April Fools....
Mirror Mirror, on the wall…

Mirror Mirror, on the wall…

There’s an old story about a lumberjack who starts his career. He buys an axe, he chops down trees. After a few years, he notices he’s chopping less trees per day, making less money. So he gets up earlier, works harder, and yet his production still...
The Kindness of Strangers

The Kindness of Strangers

There’s a lot of news coverage on the effects of social media lately, especially on children. I recently listened to podcast where the famous Dr Phil was being interviewed and the subject of social media’s effect came up. Dr Phil said something that stuck...
Chasing the No

Chasing the No

Prospecting is painful to most people. I’ve seen countless situations where management stops pushing and holding the team accountable to prospecting activity, call avoidance sets in, and the sales people start to focus on any customer service issue, logistical...
Creating Positive Sales Traditions

Creating Positive Sales Traditions

Last week I discussed the scripts that are input into our minds when we are young, and that we fail to re-evaluate the usefulness of as adults. Those scrips can also be referred to as ‘traditions” and can often be created by yourself. How many traditions...