Thoughts on “We don’t want a 12-month contract.”

What does this story teach you about sales?

Forgive yourself.

Why having the answer backfires.

The best way to sell is to let people sell themselves.

Thoughts on deferred living.

I enjoyed this chat with Sarah Plowman about sales, mindset and her mom.

Thoughts on a common myth about sales.

Here’s something I love to do when cold calling. And why.

Thoughts on objections.

So much time and energy in sales is wasted on trying to make things be the way you want them to be.

I’m starting to think people don’t know how to make cold calls.

Not listening compared to listening.

Cheaper is relative.

How much is it? (Is not an objection.)

If I could only teach one topic for the rest of my life to sellers, this would be it.

Deals stuck in your pipeline? Listen to this.

No matter what you sell, your prospect is using a competitor. Here’s a framework that can potentially loosen the grip.

Selling with sleaze vs. selling without sleaze. Can you identify what’s different?

This is what I like about cold calling.