Explaining vs. Showing

Are you explaining or showing?
Selling vs. Understanding

Are you selling or understanding?
How to Be Happy in Sales

Thought on how to be happy in sales.
Challenging Prospects Without Making The Defensive

How to challenge people without making the feel defensive.
Include Quiet People

Why including quiet matters and what to say to include them.
This Cold Call Got Me Talking

This cold call got me talking. The framework might get your prospects talking too.
Perception vs. Perspective

If I could only teach one sales skill, this would be at top of my list.
My Two Favorite Words in Sales

These are my two favorite words in sales. And why.
What Smooth Selling Sounds Like

This was some smooth selling Terminix.
Let People Sniff

A life lesson from my dog, Ruby.