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Losing Passion And Other Things That Will Easily Burn You Out

According to Wikipedia: burn out is a psychological term that refers to long-term exhaustion and diminished interest in work. This is a problem that claims many sales professional’s career. They come into a sales position thinking it will be easy money; I just talk to people, tell them how much, and they buy. However reality is rarely […]

0 comments Read the full article → September 2, 2021

The Best Way to Say “I Don’t Know”

If you are new to your position (sales or not) then it is very likely that you will be asked a question that you simply do not know the answer too. Even if you’ve been in your position for decades you may still come across a question that simply stumps you. It happens and it […]

0 comments Read the full article → August 28, 2021

How To Be More Confident Before Finishing Your First Cup Of Coffee Today

The “quick fix” has gotten a bad rap. “Quick” tends to imply get-rich-quick schemes, lack of attention and carelessness. But sometimes a quick fix is all you need in life. For example when I’m tired, a cup of coffee is a quick pick-me-up. When I have a headache, some Advil is a quick relief. When I […]

0 comments Read the full article → August 26, 2021

A Great Way To Make Your Emails Unprofessional

If you’re like me, in any given day you receive hundreds of emails from prospects, clients, and coworkers. After a while you may even start to notice the specific language that certain people use in their emails. Some write exquisite emails. Punctuation, grammar, spelling; it’s all there. Their emails are clear in meaning and concise […]

2 comments Read the full article → August 12, 2021

Don’t Make This Rookie Mistake When A Customer Threatens To Leave You

In my last post, Why I Love When A Customer Talks About Leaving Me I briefly covered some of the reasons customers use when they tell you they are going to “look around”. Often one of the main reasons is price. It may not be that you are gouging them, it may not be that […]

0 comments Read the full article → June 24, 2021

Why I Love When A Customer Talks About Leaving Me

I recently ran into a situation where a long time customer was coming to the end of their agreement. Instead of automatically renewing they decided to do their due diligence and reach out to some colleagues and competitors to make sure that (1) we still have the best product on the market, and (2) that […]

1 comment Read the full article → June 19, 2021

Who Will You Mentor Today?

In my experience I’ve found that truly great sales people are also great mentors. They’ve spent enough time hitting the pavement that they have valuable insights they can provide to the next generation of sales people. They also tend to be known as an expert in their field. The idea for my sales blog came about while […]

0 comments Read the full article → June 17, 2021

Trade Journals Are A Prospectors Best Friend

One of my favorite sources for new prospects, industry news, and shareable content for social selling is industry trade journals. Sometimes they are a geographic trade journal such as the Los Angeles Business Journal or Orange County Business Journal. Other times they are specific to a trade or industry like GlobeSt.com which focuses on the real […]

1 comment Read the full article → June 3, 2021

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