A Gift Gets You in the Door

A Gift Gets You in the Door

You’ve surely heard this time-tested piece of wisdom: “It is better to give than to receive.” I agree; it’s a healthy and fulfilling way to live one’s life. It’s the right thing to do. While not as virtuous, there’s a somewhat similar-sounding phrase that’s relevant...
Confidence in Your Commission

Confidence in Your Commission

My friend and colleague, Lee Salz just released his latest book, Sell Different! and it’s outstanding. For this week’s column I decided to share an excerpt from the book on how to defend your price or commission rate: By Lee Salz After a lengthy new client acquisition...
Dadsplaining the World Mindset

Dadsplaining the World Mindset

I was talking to my teenage son recently, imparting wisdom the way we dads love to do. Some people call it “dadsplaining.” No doubt that term was invented by some petulant teenager, who didn’t fully appreciate his father’s brilliance. At any rate, we talked about...
It’s Personal Branding Season

It’s Personal Branding Season

I live across the street from a high school. Make no doubt about it; there are some negatives living so close 2,500 teenagers. You hear a lot of squealing tires and you’re constantly picking up fast-food wrappers that blow into your yard. But there’s a positive as...
A Different Prospecting Critique

A Different Prospecting Critique

A couple weeks ago, I wrote an article critiquing one of the many bad prospecting emails I had received. I heard so much positive feedback from readers that I decided to evaluate another email for you this week. Like you, I receive tons of prospecting emails. Probably...
The Truth About Closing Deals

The Truth About Closing Deals

Do you want to be more effective at closing deals? If so, you might need to change your way of thinking, because closing is actually “an act of service.” So says sales consultant James Muir in his report, The 7 Deadly Sins of Closing and the Statistical Truth that...