How to NOT Get Nervous in Selling Situations

How to NOT Get Nervous in Selling Situations

When I first started selling, I always dreaded the moment when I’d shake a prospect’s hand…because I would get so nervous that my palms would sweat. Seriously. I’d be wiping my hands constantly to try to dry them off before shaking hands with prospects. Even if...
Prospect Says, “I Don’t Have Time…” And You Say…

Prospect Says, “I Don’t Have Time…” And You Say…

I’m willing to bet you’ve been in a selling situation before where the prospect said the following dreaded words: “I don’t have time.” Or maybe they said it a bit differently—“Now isn’t a good time” and “Can you try me back later?” are equally common objections early...
How to Talk Anyone into Doing Anything

How to Talk Anyone into Doing Anything

The internet is flooded with blogs and videos about how to talk anyone into doing anything. Just do a quick Google search and you’ll see what I mean… And so, I felt like I had to give my take on this topic—because the reality is that most of the ideas out there...
The Best Motivational Sales Quotes of All Time

The Best Motivational Sales Quotes of All Time

I don’t know about you, but nothing gets me more fired up about sales than a really motivational quote. Maybe it’s because I’ve always been involved in self-help and I’ve always loved it, but I find that sometimes just hearing the right quote...
How to Crush Any Cold Calling Objection

How to Crush Any Cold Calling Objection

If you’re making cold calls—or any type of prospecting call, for that matter—chances are you’re dealing with a lot of objections. And that resistance is perfectly fine. In fact, cold calling objections are just a natural part of making dials. Just put...
5 Basic Principles of Selling [Critical]

5 Basic Principles of Selling [Critical]

Salespeople often want me to answer their burning questions about specific selling situations. They ask, “When a prospect says this, what exactly should I do?” or “If I get this pushback at the end of a sale, what do I say?” The reality is, though, that salespeople...
13 Phone Sales Tips to Land the Meeting

13 Phone Sales Tips to Land the Meeting

Have you ever totally committed to making tons of sales dials…only to find it leads to nothing? If so, chances are that you ended up feeling disheartened and quitting. You probably thought to yourself, “I’ve just got to find a better way to generate meetings.”...
9 Basics of Sales [EVERYONE MUST KNOW!]

9 Basics of Sales [EVERYONE MUST KNOW!]

Ever find yourself in a selling situation where you thought things were going well…but then suddenly the prospect disappeared, or the sale just didn’t go the way you expected? Most of the time, sales situations that unexpectedly go wrong are the result of...
7 Best Sales Training Techniques [Quick Course!]

7 Best Sales Training Techniques [Quick Course!]

Whenever I had a book report assigned in class as a kid, I remember there was always the temptation to use Cliff Notes—you know, the “cheat-sheet” version of the story that would tell you all the key essential ideas in a fraction of the time it took to read the actual...