Impact!
The NFL season opened Thursday, September 7th, with the Kansas City Chiefs versus the New England Patriots. In the pregame show on NBC, they ran a clip of Patriots’ Coach Bill Belichick addressing the football team of the high school he attended as a teen. In his message, he said, “Trust is not given to you. It is…
A client cancels a meeting at the last minute. A customer cancels an order you were expecting. A long-time customer is lost because a competitor has wooed them away. The unexpected happens more often than we might like, and for those of us in sales and leadership, dealing with the unexpected should be expected. Yesterday I…
The act of seduction is not always about romance and sex; it happens in sales all the time. I remember going after a deal many years ago where the buyer was trying to seduce me into lowering my price in exchange for more business the following year. But guess what? I said no! I had fallen for…
If you want to differentiate yourself from the competition, you have to play your own game, not the game everyone else is playing—which is doing whatever the customer is asking to make the customer “like” you. The old saying that people do business with people they like is only true to a point. What is more true…
Use your smartphone to increase sales —and I don’t just mean by dialing prospects. This two-minute video demonstrates an easy way to use your phone to do the selling for you and increase your Impact! As a Sales and Leadership expert, I assure you that the time you invest in using this tool will deliver big results.
What does your pipeline look like? What percentage of your pipeline does your biggest account represent? A few years ago I was in Sao Paulo, Brazil, doing a keynote on negotiations. During the break, a CEO of a small company that produces automobile parts approached me and complained about the purchasing agent of a major automobile…
This past Saturday I cheated! I fell off my no carbohydrate diet with a trip to the bagel store. I ordered and then proceeded to one of the two cash registers to pay for my order. The first register was directly ahead of me, but customers were waiting there; the second was around a corner, and it had no…
A while back I had the honor of being the emcee of a two-day team-building program featuring two NFL legends, one of which was Joe Gibbs, former head coach of the Washington Redskins. In interviewing Coach Gibbs, I asked him if past behavior was a predictor of future behavior. His answer was a resounding yes! When I…
Some people think the big idea will always remain unattainable—and for those people, it will. But as a Sales and Leadership expert, I promise you that big ideas are meant for implementation. Here are five tips for creating your own big idea to Impact! your markets and achieve exponential results: Create a Vision—Before calling on…
What do you think fueled Progressive’s growth from $3.4 Billion in 1996 to over $6.1 Billion last year? Answer: Technology. Imagine you just had a car accident (hopefully you won’t, but go along with me on this one) and before the police and tow trucks reach the scene, your Progressive claims adjuster shows up, counsels…
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Thinking big positively impacts your Velocity, but it also involves taking some well-thought-out risks. Are you taking calculated risks to gain Velocity and achieve success? #VelocityMindset #ThinkBig #TakeRisks #AchieveSuccess
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If you really want to gain Velocity and get your team to back you and your plan, you have to engage them in the process. Once they get engaged and help prepare the plan, they will have a vested interest and are going to be motivated to help you push it along. So what’s the…
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Business is quite simple when you get right down to it. It’s all about problems. No matter what product or service you are selling, people buy from you to fix their problems. This tells us a lot about how to increase sales with the Velocity Mindsetô. The word problem can sound negative, but fixing a…
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We’ve all fallen into the trap of doing the same things over and over and expecting different results. Some people call that the definition of insanity. Here’s how it plays out in our daily lives: You are trying to figure out how to close a deal that won’t close. You want your client to realize…
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Sales and leadership have taught me a great deal about relationships, and so have those of you who have been on this journey with me over the years. We have worked together and grown together, and you have allowed me to develop as a consultant, speaker, and writer. That is why I am so excited…
Read MoreIn June 2014 I had the opportunity to provide some concluding remarks and summarize my year as president of the National Speakers Association at their annual convention. The year had been the journey of a lifetime, and it was also my best year in business. I felt like I was on the top of the world…
Read MoreWhat happens when a customer says no to you? What do you do? Ninety percent of salespeople accept no as an outright rejection and just move on. But that is the worst thing you can do! In doing so, you disqualify yourself from numerous sales. Why? Because a good sales executive will encounter between three…
Read MoreMichael Lewis’s 2003 bestselling book Moneyball: The Art of Winning an Unfair Game, which inspired the 2011 film Moneyball, examined the Oakland A’s baseball team and their general manager’s approach to assembling a team that could compete, despite its comparatively low payroll. A’s manager Billy Beane introduced baseball to sabermetrics—“the application of statistical analysis to…
Read MoreNone of us in sales escapes the occasional “no.” The power lies in understanding what each customer or prospect means when they say it. Once you know that, you’ll know what to do about it. Here are five typical reasons a customer/prospect says no and the appropriate solution for each: Reason 1—Bad Timing No matter…
Read MoreDo you get frustrated when your prospects or customers do not return your calls? I know I do. I may be a Sales and Leadership expert, but when I don’t get a return call, I still review what I said to figure out what I need to change in order to get better results. Remember: Your customers and prospects are…
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