Category: Behavior

How To Become An Expert

Salespeople are ignored, avoided and delegated to committees.  Experts are engaged, retained, and well-compensated. Your challenge is to NOT be viewed as a salesperson and focus on how to become an expert in your field. You think you’re a salesperson, or a lawyer, or a restaurant owner, or an entrepreneur.  But you’re not.  You’re actually […]

Relationship Development Checklist

Pilots use checklists to make sure they don’t forget anything when preparing to fly a plane. Chef’s use checklists (called recipes) when preparing a special dish for diners to enjoy. Scientists use checklists when doing research on new pharmaceutical products to cure diseases. You need a checklist to help develop and maintain valuable connections that […]

Focus On Relationships Not Sales Transactions

The guidance you receive about selling usually focuses on sales transactions. All the training you receive is on sales tactics designed to close deals.  There is a time and place for learning all of those things. But the key to a long and profitable career in sales is focusing on relationships and not sales transactions. […]

How To Build Sales Momentum

If you want to build sales momentum, this is the article for you.  In the article and video, I provide you with the keep to develop sales momentum through relationship development. The 60 Second Sale is all about relationship-development. That’s what makes it one of the best sales books. Watch this video to build sales […]

You Sell As Much As You Think You Should

You sell as much as you think you should.  Your subconscious mind is controlling the level of success you have in your sales career. Don’t believe it? I provide you with proof and some ideas about how you can break through and sell more and make more money. Have a look at this video and […]

Ask For Help

Years ago, after a snowstorm in New York City, I was standing outside my apartment and I saw an elderly woman shuffling down the street between parked cars.  She was going from car-to-car, looking in between.  She couldn’t have been more than four feet eight inches tall and I could barely see her knit wool […]

Are You Ignoring Opportunity?

One of the best ways to develop deep, profitable relationships is by connecting people with opportunity. For this to be effective, the person you are connecting must understand and appreciate the value you provide.  The challenge:  Knowing when someone has a valuable opportunity versus when they are just taking a shot at selling you something. How […]

Want to Sell More? Change Your Crowd

If you want to sell more and give your bank account a jumpstart, change the crowd surrounding you. There are many worn-out adages along these lines because this good advice has worked for decades. Each of us only has 24 hours in the day.  Spend at least 8 hours working – and most cannot choose […]

Your Best Month Ever

What was your greatest success last month? Today is Monday, May 1, 2017. It is the beginning of a new month. The beginning of a new week. Friday I had meetings with clients with two different points of view. Client A: “This is the last work day of the month. Thank goodness. This has been […]

Stop Complaining Get More Referrals

The reason people are not referring business to you is because you complain too much. Your friends and family are probably sick of your negative attitude as well. Seriously. People want to be around positive people. Here’s what you need to do: Stop complaining and you’ll get more referrals. It’s that simple. Provide a great […]