Recognize Any of These Annoying Communication Habits?

Business / Business Success /

In today’s constantly-connected and always-communicating environment, why is it that–it seems to me, anyway–communication skills are worse than ever?

Perhaps it’s because of the texting, tweeting, Facebooking, Instagramming, emailing and whatever else people are hooked on, that causes their actual speaking skills to erode, or perhaps ...Read more

Billy Joel and Elton John: Sales lessons from their concert

Business / Business Success /

I had the opportunity to see the Rolling Stones kick off their US tour in San Diego a few months ago. What was most mind-blowing was how Mick Jagger at 87–or whatever he is now–bounced around stage like he did when he was 30.

Great concert overall. But one of the best ones I’ve seen was in 2009. Billy Joel and Elton John played together ...Read more

If It Hurts, Do Something Different

Business / Business Success /

If you’d punch yourself in the head, it would hurt.

And doing it repeatedly would cause damage.Reasonable people would quit doing it.Hard to imagine why anyone would do it at all.

Yet, salespeople do it every day.


And it hurts, both psychologically and financially. Many then avoid the behavior, or quit doing it altogether.

Oh,...Read more

Asking About Their Budget LOSES Sales

Business / Business Success /

I was waiting in an unusually long checkout line at Walgreens. Instead of checking email to pass the time I watched the guy in front of me.

He had just a couple of items in his basket.

Then he noticed the “As Seen on TV” rack to our right. You know the one.

His eyes got big. His breathing rate increased.

He stared for a few seconds and ...Read more

Relationship -- and Sales Advice

Business / Business Success /

While pouring myself a cup of coffee in the break room of a company where I was doing some onsite training, I couldn’t help but overhear two women in a spirited conversation.

“Yeah, he just couldn’t make a commitment.”

“Oh, I hate those kind.”

“What a wimp. Every time I tried to get a definite answer, he would get all wishy-...Read more

Little Things You Can Do That Have Huge Impact and Keep Customers Buying

Business / Business Success /

A few months back I asked for examples of what you do to get through to decision makers. We got some great ideas and best practices and compiled many of those into a free ebook. (Get that here if you haven’t already).

Not to be overlooked is how to continue building and strengthening...Read more

What I Learned About Sales on a Houseboat

Business / Business Success /

I recently had an opportunity to really study human interaction. Up close. For an extended period.

I was on a houseboat trip to the amazing Lake Powell with about 20 people… young children, teens, millennials, and every age range on up to high-50’s.

Some of the people I knew well, others I just met, and made some new friends.

When you are...Read more

Donald Trump’s Sales and Success Lessons

Business / Business Success /

Donald Trump.

Just the name itself sets off a variety of polarizing emotions and opinions.

Regardless of how you feel about him politically or personally–I am keeping my opinion on that completely out of this–there is no denying that he has been a tremendous business and media success.

And regardless of whether you agree with his methods,...Read more

Dumb Prospecting Examples

Business / Business Success /

I really shouldn’t be amazed, but I still am.

After over 32 years in business, just when I think I’ve seen just about every bad example of prospecting and sales there is—I’m proven wrong.

I have a couple of examples of dumb prospecting I personally received over the past two weeks.

The first one is from—are you sitting down?—a ...Read more

Social Connections


Peanuts Free Range One Big Happy Cul de Sac Pickles Intelligent Life