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Here are three tips for advancing the sale and establishing a solid next step. If any one of these is missing or if you soften one in any way, you’re increasing your chances of stalling the deal… so be strong with all three Read More

I read a true story about a pessimistic railroad engineer who was let out of work early along with his coworkers. In the process of shutting down, he accidentally locked himself in a refrigerator car. Knowing his coworkers were leaving for the day and realizing the dangers of being trapped in freezing temperatures all night, the engineer began to panic! He yelled for help and banged on the door, but no one could hear him. Eventually, the engineer accepted his fate and “froze” to death. The next morning when the police examined the scene, they noticed something peculiar.. Read More

Buyers are not fooled. They find these lame attempts at rapport-building gratuitous and insincere. Over time, they become numb to rapport-building efforts. If you want people to buy you, forget about rapport. Remove the word from your vocabulary. Instead, focus on.. Read More

Buzzwords and marketing lingo do not mean you are qualified. When you call a potential buyer, reduce the talk time and noise by introducing what you have and whom you’ve worked with, just like you would on a resume Read More

Results-driven words in emails need to tip the sale scale in your favor. When you’re writing personally to a customer or prospect, keep the words short, simple, and to-the-point Read More

Accountability… to some it’s a word synonymous with punishment… to others it’s a way of life rooted in integrity. The way you react to daily challenges can put you below the line in the victim cycle or above the line on the steps to personal accountability Read More

As dads we often struggle to balance our time between family and work. We get wrapped up in our pursuit of career success. It stems from an overwhelming desire to be a good provider. We get home tired… our attention span stretched to the limit.

Sometimes I question myself… thinking, “You’ve got to work harder to be a better dad.”

My wife and kids always find the perfect way to put things in perspective.

My girls gave me this list of 100 Reasons Why We Love You Daddy! It’s funny… some of them are repeats, but I share all of them with you because I know many of these apply to you also.

It’s the little things that make a big difference. We don’t have to be perfect, we just have to be.. Read More

Closing the sale is about taking “the next natural step” in the process. Of course, sales people want that next step to happen as quickly as possible. So… why do we do things that slow down our sales cycle? Here are a few examples Read More

Results-driven words make a difference between being in sales and selling. “Breaking a leg” and “Bringing down the house” mean wholly different things when applied to a stage performer or a demolition team.

The secret to generating online sales and sales leads has less to do with fancy website graphics and fat advertising budgets than it does with the words you use, and the ways you deliver them Read More

Sales people with short attention spans often need instant gratification. Sales managers are the same way… pushing to, “get something to close… anything… today!” If they don’t experience the immediate hit, they start looking for a better way.. Read More