Category: Marketing

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Are you one who goes into the week with a reactionary state of mind? Unfortunately, this is the approach too many salespeople take and even worse, they do it all in the context of having a customer service mentality. Their mentality is to serve the c ...
In my new book A Mind For Sales, I discuss how important it is for you to have the right mindset, but it’s not only about your mindset, it also has to do with the customer’s mindset. What is the level of trust you have with your customer, and what is ...
We’re all guilty of over thinking. There’s no need to over complicate prospecting. Time and time again, I have found that simple works. Best of all, simple can also be the fastest way to accomplish a goal. Succeeding in prospecting is a goal yo ...
What are money hours? What are you doing to maximize your two money hours each day? This is an important term that you need to understand and apply now.Money hours include the first hour of the day and another hour in the day that you select when yo ...
Why are you cutting your price? Cutting your price due to the demands of the customer is stupid! Yes, you read it correctly: it is stupid. The only reason the customer demands you cut your price is because they don’t see enough value in what yo ...
You look at your sales quota and see yourself falling short, so you begin panicking and thinking you need to run after every opportunity possible. Your logic says that the only way you can make your number is by chasing anything that moves. Sounds lo ...
Are you one of the many salespeople who knows they need to prospect but are afraid to? You rationalize away why the prospect you need to call isn’t going to become a customer. Your mind lights up with countless reasons as to why calling the prospect ...
Maybe I should call this article, “fairy tales too many salespeople believe.”In my book, High-Profit Prospecting, I call out 6 prospecting myths. For many salespeople, these are more than myths but instead false facts they want to believe. They want ...
In my new book, A Mind For Sales, I talk about how it is your mind that controls the results you get. It’s your mind that impacts and shapes what your customers say and what you hear. However, your success today did not start today; it is a result of ...
You will always find yourself discounting your price if you don’t know the real reason why your customer wants to buy from you. It sounds easy to know why your customer wants to buy from you, but because it seems easy is exactly the reason why ...
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