Episodes

As a salesperson you will need to take your prospect on a sales journey that goes from No yo Yes. In between is an abyss. We often fear the abyss as it is filled with emotion--your prospects are not robots they are people an...

Great salespeople don't do different things. They do things, differently. One of those thing is they don't give sale presentations, they create great sales performances. They entrance, engage and enchant through powerful stories that compel their...

Great salespeople don't do different things. They do things, differently. One of those thing is they don't give sale presentations, they create great sales performances. They entrance, engage and enchant through powerful s...

Creating a first impression is crucial.  It used to be formed when you made eye contact and shook hands. Today your first impression is made on social media. In this episode I give you 5 ways to improve your first impression on the most important...

Creating a first impression is crucial. It used to be formed when you made eye contact and shook hands. Today your first impression is made on social media. In this episode I give you 5 ways to improve your first impressio...

Whether it is in sales or life, you can aspire to greatness.  First, to exceed your wildest expectations, you need to have wild expectations! In this episode I contrast a life of "being comfortable" to one of growth and achievement and I share...

Whether it is in sales or life, you can aspire to greatness. First, to exceed your wildest expectations, you need to have wild expectations! In this episode I contrast a life of "being comfortable" to one of growth and achi...

I reveal my real life experience trying to get my air conditioning unit repaired.  I went with a great company,  a talented and engaging technician yet a couple of missteps had me go with a competitor.   They lost the deal they had...

I reveal my real life experience trying to get my air conditioning unit repaired. I went with a great company, a talented and engaging technician yet a couple of missteps had me go with a competitor. They lost the deal the...

I've watched and listened to hundreds os sales calls.  I've noticed in 90% of those that the seller gets uncomfortable in talking price. They make 3 big mistakes: They don't talk about the price at all (and you can't close without a price) They...

I've watched and listened to hundreds os sales calls. I've noticed in 90% of those that the seller gets uncomfortable in talking price. They make 3 big mistakes: They don't talk about the price at all (and you can't close ...

You can't close a deal in sales or in life if there is conflict or disagreement.  If there are two people in a conversation and one is in agreement there can be no conflict. This episode discusses how to build your "agreement muscle" or your "agreement reflex".  It will allow you to bond with yo…

You can't close a deal in sales or in life if there is conflict or disagreement. If there are two people in a conversation and one is in agreement there can be no conflict. This episode discusses how to build your "agreemen...

Often selling is one to one.  Marketing can help you sell to many. The first job in marketing is getting attention.  No-one will can buy from you if they don't know you. In this episode I'll show you how to get attention so more leads come...

Often selling is one to one. Marketing can help you sell to many. The first job in marketing is getting attention. No-one will can buy from you if they don't know you. In this episode I'll show you how to get attention so...

Cadence is rhythm and flow.  It is how you can literally sing to your prospects so your sales melody becomes locked in their consciousness and will play when they are ready to buy. I show you how to create a follow up cadence for 90 days that...

Cadence is rhythm and flow. It is how you can literally sing to your prospects so your sales melody becomes locked in their consciousness and will play when they are ready to buy. I show you how to create a follow up cadenc...

in order to close more deals

The job of the salesperson is to deliver the decision maker to the sales process, engage with them and close the deal. In this episode I share 4 ways to engage with the decision maker so you can close more deals

What behavior do you or your salespeople exhibit? Cannibals tend to feed off existing accounts Carnivores are the T-Rex of sales They hunt and kill.  They bring in new logos. Learn how to activate your carnivorous DNA!

What behavior do you or your salespeople exhibit? Cannibals tend to feed off existing accounts Carnivores are the T-Rex of sales They hunt and kill. They bring in new logos. Learn how to activate your carnivorous DNA!

The best product, service or person never beats the product, service or person who is best known. Emerge from obscurity.  You must grab attention to get known.  Money follows attention. This episode discusses the importance of promotion and...

The best product, service or person never beats the product, service or person who is best known. Emerge from obscurity. You must grab attention to get known. Money follows attention. This episode discusses the importance...

One of the keys to closing the deal I headlined last week is following up. The average salesperson makes two calls.  80% of deals are made on the 5th to 12th call. In this episode I give you 7 ways to easily and effectively follow up so you can...