Thoughts on why facts, logic and reason don’t persuade with Steve Shull.

Why objections are an illusion.

If you’re not happy at work, it might have nothing to do with your job.

Meeting no-shows aren’t the end of the world.

How to eliminate the depilating feeling of rejection associated with traditional selling.

Fake expertise is a trap that’s easy fall for.

Why “We’ve happy with out current vendor” isn’t a objection.

Does the phone feel like a cactus when you cold call? Here’s why and the way out.

This voicemail from my bank didn’t get my attention, but it could have.

Prospect says, “This is my personal line, don’t call this number!” What do you say?

The golden rule. Sell like you want to be sold to.

Thoughts on sell me this pen.

Ever wish you knew how to respond when prospects say, “Why more money than your competitors?” I got you.

Most cold calls feel like the salesperson is wrestling with the prospect. Heidi’s call sounds like a smooth ballroom waltz. She’s guiding without stepping on any toes. A great example of talking with prospects not to them. Here’s a breakdown of the call.

If you’re hearing “I’m not interested,” far too many times, listen to this.

This two-sentence cold email stacks the odds in your favor for getting a response.

There are two approaches to cold calling. One is more effective nearly every time. Listen to learn why.

Here’s a communication tip that lowers defensiveness.

In a word of similar products, trust is why prospects choose you. Without trust, there’s not transaction. Here are some thoughts on building trust.

The root cause behind “We have a vendor for that.”