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The 6 Greatest Sales Mistakes in Business: Mistake 2
Nothing is more depressing and wasteful in sales than pouring your energy into prospects who, in the end, were never going to buy or sell at all. What if there were a way to avoid unmotivated prospects? In this second video of our 6-part series on sales mistakes, we look at 3 simple questions that…
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The 6 Greatest Sales Mistakes in Business: Mistake 1
Why do some sales professionals succeed while others struggle? Find out in the first of a series of weekly videos where I describe the greatest sales mistakes in business. In this two-minute video, I’ll share one of the most dangerous misconceptions in our culture, and how it affected the life of one of the great…
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The Key To Work-Life Balance
One of the great challenges for salespeople and entrepreneurs is work-life balance. Nearly everyone struggles with this at some point, and it?s an issue I get asked about almost daily. Here is my simple, yet very effective solution to this ongoing challenge: Book your time off before your time on. When I look at the…
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The 26 Most Common Sales Mistakes
1. Not listening, or listening with the intention of responding rather than listening with the intention of understanding. 2. Being interesting rather than interested. 3. Trying to closing a sale, rather than open a relationship. 4. Preparing by thinking about what you are going to tell the prospect, instead of what you are going to…
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Inspiration and My Top 5 Reads of 2010
Wow – what a week! Our biggest, most exciting and final event of the year is now behind us. After nearly three days on stage at Achieve 2010 I should be exhausted, but I find myself full of energy. Instead of being tired, I?m inspired. The reason, of course, is you. This audience inspired me…
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5 Ways To Find Business Inspiration Outside Your Industry
As my speaking tour through Australia and New Zealand came to an end last week, I felt more excited about my business than ever before. Travel is one of the great educators. It gets us away from our little world and we experience other cultures, different food and different ways of providing value and service….
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5 Ways to Avoid the Dreaded Summer Sales Slump
It?s common to hear sales professionals complain about a decline in sales at this time of year. The phenomenon goes by many different names?the summer downturn, the seasonal slump, the vacation drop-off?but they all share one thing in common: slow sales that we tend to blame on time of year. What?s Behind The Summer Slump?…
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What My Daughter Taught Me This Summer
Last year was my daughter?s first year at university, and like many new students, Jaimie was excited to experience the independence of being on her own and the newfound freedom that came with it. As we know however, with newfound freedom also comes newfound learning. With only 15 hours of scheduled class time, an entire…
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What Do Professional Athletes And Professional Sales People Have In Common?
The first and greatest victory is to conquer yourself; to be conquered by yourself is of all things most shameful and vile. -Plato I?ve always believed that being a professional athlete and a professional salesperson have a lot in common. As a pro athlete, you wake every morning starting again at zero, understanding that your…
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What Did You Learn From 9/11?
On September 11, 2001, I was preparing for a speaking engagement at 8:46 am when American Airlines Flight 11 flew into the North Building of the World Trade Center. I had just started to speak when United Airlines Flight 175 struck the South Tower. At about 9:30 am, I was well into my talk when…
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