๐ง๐๐ ๐๐ก๐ ๐ข๐ ๐ ๐๐ฅ๐๐๐ง ๐๐๐๐ฃ๐ง๐๐ฅ ๐ฅ (๐ง๐๐๐ง ๐๐ข๐ง ๐ ๐ ๐ง๐๐๐ก๐๐๐ก๐)
Well…that’s a wrap…3 1/2 years of coaching my beautiful and talented daughter came to an end this past Saturday. So many lessons, so many memories. I can’t help but feel amazingly blessed. And I also felt amazingly fortunate to have had the honor and privilege of coaching a group of young women as they learned […]
HANDLING THE NUMBER-ONE OBJECTION IN SALES
๐๐ข๐ช ๐๐ข ๐ฌ๐ข๐จ ๐๐๐ก๐๐๐ ๐ง๐๐ ๐ ๐ข๐ฆ๐ง ๐ฃ๐ข๐ฃ๐จ๐๐๐ฅ ๐ข๐๐๐๐๐ง๐๐ข๐ก ๐๐ก ๐ฆ๐๐๐๐ฆ? “๐ผ ๐๐๐๐ ๐ก๐ ๐กโ๐๐๐ ๐๐๐๐ข๐ก ๐๐ก.” ๐ค๐ค I’ve always said that the most effective and best way to handle objections as a sales pro, is to not get them in the first place. How? That’s a whole ‘nother training and post (hint: it has to […]
WARREN HARDING IS KILLING YOUR SALES
๐๐๐๐ ๐๐๐ ๐๐๐๐๐ ๐๐ ๐๐๐๐๐๐๐ ๐๐๐๐ ๐๐ผ๐๐๐๐ชฆ๐ชฆ Have you ever heard of the “๐ช๐ฎ๐ฟ๐ฟ๐ฒ๐ป ๐๐ฎ๐ฟ๐ฑ๐ถ๐ป๐ด ๐๐ฟ๐ฟ๐ผ๐ฟ?” Or the “๐ช๐ฎ๐ฟ๐ฟ๐ฒ๐ป ๐๐ฎ๐ฟ๐ฑ๐ถ๐ป๐ด ๐๐ณ๐ณ๐ฒ๐ฐ๐?” Bear with me here… You see, Warren G. Harding, the 29th President of the United States back in 1921, was known for his good looks and a commanding presence. Because of his “appearance,” he […]
The Death of the Salesman…Finally (and why I wrote the book)
In the brilliant and famous Arthur Miller play, Death of a Salesman, main character Willy Loman is the sad and defeated traveling salesman, unsuccessful, tired, and living a life of failed dreams in a small apartment in Brooklyn., NY. The play is literary genius depicting an American tragedy. However, what the play also depicts is […]
Sales is NOT About Numbers
I saw a post the other day on LinkedIn that completely re-solidified the ancient, antiquated idea that sales is about nothing but numbers – your numbers, the companyโs numbers, the closing numbers, the bonus numbers – all the numbers. The post was a meme of Leonardo DiCaprio in his role as Hugh Glass, the fur […]
Even the Buddha Knew What to do in Front of a Customer
Sometimes the best advice is the simplest. Just look at the teachings of Buddha. The quote above, written sometime between the 6th and 4th century, B.C., can still be applied today, for just about any interaction. But especially for sales. Think about those three simple sentences with regard to speaking with a potential or existing […]
Acknowledge the Anxiety
Everyone gets it. Whether you are on line (an actual line, not the internet) at Best Buy with a $120 printer in your hand, or you are ready to sign the deal to put a new roof on your house, you get it. We all do – it’s called “purchase anxiety.” That feeling in your […]
Five Body Language Tips In The World Of Zoom
So like a good actor in a bad science fiction movie, here we all are, thrust into scenes we never expected to experience, and turned into characters we never thought weโd become. If the title of this movie isย COVID 19 ATTACKS THE WORLD, the subtitle is: ZOOM TAKES OVER THE PLANET This unwanted movie has […]
What Do You Want Your Legacy To Be?
On March 13th of 2020, Rhode Island went into quarantine. I had 176 contacts on LinkedIn. I had eight speaking gigs scheduled over the next six weeks. Speaking gigs that always generated new clients for me. By March 20th, all the speaking gigs were canceled, and I had no new clients in my pipeline. Overnight, […]
The “Close” Is Not A Place To Arrive
๐ง๐๐ “๐๐๐ข๐ฆ๐” ๐๐ฆ ๐ก๐ข๐ง ๐ ๐ฃ๐๐๐๐ ๐ง๐ข ๐๐ฅ๐ฅ๐๐ฉ๐. It’s not a destination to get to and then execute a technique. In fact, the word CLOSE, or CLOSING should be permanently banned from all sales vernacular. Yep, I said it. Why? Because it turns the salesperson’s mindset into an adversarial one, positioning the prospect as PREY […]
