Waves
Why cold calling is like surfing.
8 Language Patterns That Lower Resistance
Language patterns the lower the Zone of Resistance.
How To Weave Storytelling Into Explaining What You Do
How to elegantly explain what you do in a way that motivates people to want to learn more.
Selling Hair
Selling hair at the mall.
Answering The Most Feared Question
A simple framework to elegantly explain what you do.
My 11 Sales Rules
My 11 sales rules.
A Sales Wizard At Wrigley
A sales wizard at Wrigley Field.
A Common Sales Mistake
A common sales mistake and how to avoid it.
Don’t Give A Demo Before Doing This
Pop Quiz. How would you respond? Prospect says, “I’d like to hear about your workshops.” Most salespeople would rattle off information about their “workshops.” “We have three workshops—A, B, and C.” The problem? Your “workshop” has no value without a problem. Your “workshop’s” benefits only matter if they matter to your prospect. Context matters. The […]
Does Belief Matter?
A missionary knocked on my door. Here’s Elder Pete: “Hi. My name is Elder Pete, and this is my companion Elder Karl. Would you be so kind as to help us for a minute?” Me: “Sure. How can I help you?” Elder Pete: “We are visiting our neighbors today sharing a brief message of hope […]
