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Well, do ya’??? It’s so, so easy to say, “Of course! I’m not a silver-tongued devil, I’m a silver-eared devil.”

OK, let’s say you actually do listen intently after you ask a question. Let’s also say you’re constantly alert for stray comments, body language and all the little nuances of customer Read More

To fight above your weight class, you have to believe that you can win, and then you have to take the actions that that belief enables and requires. Read More

If people are your greatest asset, then you must care as deeply about their success as you need them to care about your dream client’s success. Read More

In a crowded market, if you do not show initiative you won't stand out from the crowd and won't sell. You need to take concrete steps to take initiative and be innovative. Read More

Hear me out now. (I’ll stay away from too much name calling.)Your attitude is everything.

It’s your luck, your karma, your moxi.

It’s that extra degree of whimsy that crushes impossibility and lands you the deal. Read More

Summer is over and every one is back work, which means the prospects are too. It also means they are busy, focused and looking to be bothered. Here is a book that will help you break past that, read it, use is and profit from it. Read More

“If you don’t like change, you’ll like irrelevance even less.” US Army General and ex-Chief of Staff Eric Shinseki

Change is relentless. There’s no stopping it. Embrace it! Read More

There is a difference between goals and disciplines. As obvious as that statement may sound, many people—salespeople included—mistake these two ideas. Read More

When there is too little activity or periods of silence, don’t attach meaning that discourages you or that prevents you from pursuing your opportunity. Read More