I’m hearing from more and more salespeople and managers that life on the street is getting increasingly tougher.  That’s true, it is.
I’m hearing from more and more salespeople and managers that finding ways to get in front of quality prospects are also getting tougher.  That’s true also.
I’m hearing from more and more salespeople and managers […]

I’m a salesman.  I sell sales training, management consulting, coaching and speaking presentations.  My clients are companies, individual salespeople, business owners, and business and industry associations.
I prospect.  I have to if I want to stay in business.  I, like every other salesperson, am constantly looking for potential new business.
I also market my services and myself.  […]

Consumers today, both individuals and businesses, are more discerning in what marketing they respond to. They inundated from the time they wake up in the morning till the they time they hit the bed at night. They are completely surrounded by marketing messages—from the clock/radio’s ads when they wake up, through the billboards, direct mail, […]

The human mind is a computer. You program your computer by the input you feed into it: learning, knowledge, experience and so on. If you program your mind with images of failure, you will fail. If you build a bank of success images, your computer will direct you to success.
How do you build and input […]

Every salesperson has heard that referrals are by far the best prospecting and marketing method in existence.  Yet, very few salespeople actually get very many high quality referrals. 
Some manage to get a name and phone number here and another there.  A few will manage to get several.  However, most of these “referrals” are worthless–just names […]

Ask any sales professional today about the worst part of their job and they will likely tell you it is the cold calling. Cold calling can be one of the most difficult, and least effective, ways to create sales, but fortunately there are many ways smart sales professionals can do less cold calling while enjoying […]

Whether you’ve considered it or not, everything you send to a prospect communicates your value—or non-value, and your trustworthiness.  Everything you send.  No matter how small.
Most salespeople will put their long-term prospects into a database and keep in touch with them on a semi-regular basis.  They’ll send a monthly or quarterly newsletter, a “how ya […]

I am pleased to announce that the audio version of my best-selling book, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals has just been released at Audible.com and at iTunes.  Although just released, Creating a Million Dollar a Year Sales Income has already reached #3 in Audible.com’s Business/Sales catagory and #1 […]

What words do you use to describe yourself and your products and services?  Are there words you intentionally try to keep out the mind of your prospects or clients?  Do you use euphemisms instead of plain English when making a presentation in order to try to elicit a particular feeling or response from your prospect?

We’ve all heard the advice: turn your clients into your mini ‘sales force’ by encouraging them to tell others about you and your business.  Word of Mouth Marketing is touted as being the easiest and best marketing any salesperson, professional, or business can hope to get.  Not only does it get your word out, but […]