The “Agenda Free” Call

Why do you need a reason to go and see someone?   You don’t.  It’s no secret that relationships are the currency of long term success in any endeavor.  I am not the first and certainly won’t be the last to say those words.  That currency like any monetary currency is subject to fluctuation and

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Are YOU Valuable to Your Clients? Are You Sure?

Knowledge IS power and profits. Do you know how valuable you are to your clients? Have you asked? Do they see you as an extension of their business or as just a vendor? An fear of asking will lead us to complacency and a false sense of security. We can only be truly successful and get

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Just Say “NO” to NO!

“It’s so much easier to say “no!” even though there is a “yes” yearning to get out” We do all kinds of things to sabotage our success.  Things like closing a sale, getting a job offer, convincing a patient to adopt a course of treatment – the list is endless. Everyday brings countless opportunities to sell something

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Is The “Thank You” Extinct?

Has the art of the “thank you” become extinct?  Has it become a casualty in our insanely over-connected, rushed and reactive world we live in?  I fear so, and I hope that we can save the “thank you” from extinction!  As a keynote speaker I am often asked to do a presentation “pro-bono” and when

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Three Words to Avoid!

There are three words that are absolutely deadly to sales, our careers and our very psyche. These three words when uttered send a very negative message  to everyone around us.  These words  – just nine letters and one apostrophe can have an incredibly detrimental effect on our ability to create new relationships, establish credibility and

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2016 is The Year of the Ask!

Ask for what you want and be prepared to get it. – Maya Angelou Let’s consider where you are as we begin 2016.  Hopefully you had a great 2015 and you some newfound passion and our confidence. You polished your value propositions until they shone like fine silver. You built relationships, built trust, built understanding,

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How Do You See the Word “No”?

How do professional salespeople see the word “no”? Do they see it as someone slamming the door in their face? Or do they see it as someone holding the door open and inviting them to walk through? They see it as an open door, an invitation, and an opportunity. And so should we. This is

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The Pure Exuberance of Sales

I am asked every so often why I like sales. I have many ways I could answer that question, but the one I keep coming back to is “exuberance.” There is nothing – and I mean nothing – like the feeling I get when I have a conversation with both prospects and clients where they

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Too Many Choices!

Have you ever been mattress shopping? Well, recently the decision was made in my household that we needed a new mattress. Yes, after 18 years or about 6,570 nights of faithful service, my mattress is ready to be retired. I think the backaches are a good indicator that it might be time. Obviously, it has

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