Archive for the ‘Blog’ Category

What Closing Is Not

When you think of closing, what comes to mind? For most people, they think of being strong-armed. They think of a pushy, sleazy, manipulative salesperson.  They have negative connotations with closing because they really don’t understand what closing is. In order to be more effective in sales, you actually need to change your perception about what closing is and what […]

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Head Games

I was having a conversation with an advisor the other day. He’s been doing it for a long time and has a good thing going. But he puts way too much pressure on himself. So many of us do. We live in this scarcity mentality. We need it. We have to have it. So we press, we push, and we […]

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Understanding the Master Metric

One of the reasons your sales team might not be getting the results that you would like for them is because they are confused. Yes, your salespeople are confused. This happens because you are delivering too many messages to their team. You tell them to focus on follow-up. You tell them that the key is closing. Or you talk to […]

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The Art of Finishing Strong: Part 2

In the second part of this series on finishing strong, I want to focus on the cerebral aspect of having an overwhelming conclusion. To finish in a convincing and dominating fashion, our fellow competition is often not our biggest competition. Rather, it’s ourselves. Looking back on some of my personal finishes, I feel like I took the starter’s pistol for […]

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The Little Things

Are you searching for that huge change? Searching for it in life, in business, in your current role, in your leadership roles, in everything you are doing? Life is okay; you’ve had a few jobs that you really enjoy. The thing is, there is always this empty feeling. Maybe you are asking yourself: “Is this me? Is this all I […]

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Easy Ways to Make Your Meetings More Fun

Your meetings are boring. They are. It’s not that you are boring. It’s that people get sick of hearing from the same person. People get sick of hearing me if I am the only one talking too. (Just ask my team; they will tell you.) After a while, we can all sound a little bit like Charlie Brown’s teacher: “Wah […]

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Do You Believe in Coincidences?

I don’t! On a recent Sunday night, I was unpacking boxes in my new garage. I came across a lot of my race bibs from over the years and thought I’d hang them up on the wall for memories. The first number I pulled out was from a triathlon in Hawaii, on April 4, 2005. It was the very first […]

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How to Leave Out Negative Words in Prospecting

Think of a time you were on the phone with your prospect, and you could tell that a negative response was coming in hot. You’ve done those calls enough that you can feel it, and the pain of waiting just takes over. The time has come for you to step in. Take charge, and interrupt that negative response! When you hear it coming, […]

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How to Make Use of Testimonials

Many times the best stories you could ever tell someone are from the experiences from your own client base. We must be effectively planting and harvesting testimonials to handle every type of objection that could ever come up in our selling career. So many of us get caught up in…us. Whenever we are trying to talk someone through an objection, we talk about our experiences. How “I’ve […]

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How to Sell Simply with Story: An Interview with April Sunshine

If you are in sales, you’re probably doing it wrong. I know. I was there—FOR YEARS. You go to the trainings, study all of the flyers, pamphlets, and brochures, and you know every feature of your product or service. You are a professional, you know your stuff, and you are ready to step in and be the hero! Before you […]

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