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Are You a Vendor or Trusted Advisor? [VIDEO]

The quality of your relationships is determined by the quality of questions you ask yet how much time time do we spend learning how to ask the right questions? A massive breakthrough has recently transformed how I teach sales professionals to perform discovery in the sales process. This video addresses the challenge of getting prospects to share the truth about what is really …

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Can You Measure Happiness?

First the Truth. Happiness is not a destination. It is not someplace you ‘get to’ and unpack your suitcase and settle in for an extended stay. Happiness is an emotion that only exists in our mind. It is a feeling created by our brain we attribute to external events and circumstances. It is impossible to aspire to ‘be happy’ because nothing …

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Three Mindset Changes to Achieve Your Goals

As I get older, exercise is a critical part of fulfilling on my desire to maintain my weight, energy, and mental clarity. As a former competitive cyclist, I am no stranger to rigorous training but the reality of aging is my body lacks its former flexibility and resiliency. Due to a shortened right femur and mild disc degeneration, my back …

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Those You Surround Yourself With…

Jim Rohn is credited with saying “You are the average of the five people you spend the most time with.” Another (anonymous) quote suggests “If you are the smartest person in the room, then you are in the wrong room” For the past several years I have hosted a gathering at my house every Friday afternoon. Each week while the …

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End Meeting No Shows Forever

I have finally published my Ultimate Guide to Ending No Shows Forever. This is the exact (and super simple) process I implement across every sales team I work with to stop the hours wasted when sales prospects don’t show up. This guide takes you step-by-step through the exact process I use and includes the voice mail and email templates you can use to stop …

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How Cancelled Meetings Kill Productivity (and Your Pipeline)

20% of your scheduled meetings will cancel or no-show. I know because this is a statistic I have tracked over more than 100,000 scheduled meetings. This statistic applies across all sales meetings and regardless of how ‘strong your relationship is. Just Released: My Ultimate Guide to Ending No Shows – CLICK HERE Cancelled meetings and no-shows create extra work for you in the …

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What Kind of Sales Manager Are you?

It is unfortunate that companies tend to promote high performing individual contributors into management roles without a structured and formal development plan to ensure their success. Stated simply, in 2016 the prevailing approach is to rely on an individual’s ability to ‘figure it out’ on their own. Also sad but true is the lack of quality training available for sales …

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Powerful Selling: Schedule The Next Meeting

I could spend the rest of my career teaching sales organizations to embrace one simple and powerful rule: Never leave a meeting without scheduling the next one! Sounds simple right? Why then do the vast majority of sales professionals default to the same dysfunctional approach? “I’ll follow up next on Thursday.” “Let’s connect in a few weeks.” “Why don’t we touch base in a …

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Cold Call Script – Financial Advisor

Many folks have reached out asking if I have a Cold Call Script that has been adapted for use by financial advisors… Click Here to download the Cold Call Script a leading financial services company paid me to write for their financial planners.