Inside Selling

“Your price is too high.” What do you say?

Thoughts on "Your price is too high."

It Happens

What I learned about selling from a guy who fly fishes.

Why Are There So Many Pushy Salespeople?

Why most salespeople are pushy. And how to sell without pushing, convincing or begging.

Things I Don’t Want to Do

What I don't want to do and what I do instead.

Adopt a Surfer’s Mind

What surfers can teach you about selling,.

Thoughts on Being Bored

Resisting the urge to do something when there's nothing to do.

Selling Without Sounding Salesy

How to sell without coming across as being pushy.

“We Have a Solution” What Do You Say?

"We have a solution" isn't an objection.

Expectations Are a Dead End

Why having expectations is a dead end. And the way out.

What I Learned About Sales When I Was 14

Nine things I learned about sales when I was 14.

Gain & Loss

Did I lose this $65,000 sale?

Running Your Mouth

The drawback of running your mouth when selling. And what to do instead.

Thoughts on Time Objections

Prospects say, "Call me later, I'm busy." How do you respond?

Don’t Let Mondays Ruin Your Sundays

What I learned about my mind for a four-year-old.

The #1 Rule of Selling

Here's something about selling that most people miss.

The Antidote for Ghosting

Prospecting is Easy

If you do these three things prospecting is easy.

Garbage Dumpers

Are you letting people dump garbage into your brain?

Call Out the Uglies

Calling out negative defuses negatives.

Stop Solving. Start Asking.

Buyers have the answers. Sellers have the questions.

The Universe Has Your Back

Trouble deciding between A and B? Afraid you'll make the wrong choice? There isn't a wrong choice. The universe has your back.

Are You Too Tense When Cold Calling?

Tension and attachment are the enemies.

The Subtle Art of Detaching

Convincing it a net negative every time. Do this instead.

Communication Tip For Lowering Resistance

Can you hear the difference between statements and questions?

Facts, Logic & Reason Don’t Persuade

Convincing is the lowest form of persuasion.

Record Your Calls

The benefit of listening attentively to your calls.

Busy

What prospect really mean when they say "I'm busy, call me next quarter."

How to Prevent Objections

"We have a vendor," isn't an objection. It's the truth.

Thoughts on Door-to-Door Sales

Don't sell pest control to renters.

You’re Not Missing the Target

What learning to play piano can teach you about sales.