Turning Gatekeepers into Gate Openers

Turning Gatekeepers into Gate Openers

by | Apr 15, 2023 | Sales Motiviation

Many years ago, I wrote a book that required me to conduct interviews with several professionals who had attained celebrity status. In many cases, I had to work with secretaries and administrative assistants in order to get the interviews. These “gatekeepers” played a...
Top Producers Are Grateful, Not Guilty

Top Producers Are Grateful, Not Guilty

by | Apr 7, 2023 | Sales Motiviation

A friend and I met for a beer Wednesday night. There’s one thing you should know about him – he’s a genuinely good soul, one of those super-nice guys who cares about everyone. He’s outgoing and quickly turns strangers into friends. Later in the evening, a woman...
Your Area of Self Marketing Expertise

Your Area of Self Marketing Expertise

by | Mar 31, 2023 | Sales Motiviation

What’s your area of self-marketing expertise? Not sure what that means? Well, you have one, but it’s possible you haven’t isolated and cultivated it yet. Before defining “area of self-marketing expertise,” allow me share how I unwittingly stumbled into one years ago...
Managing the Emotional Side of Sales

Managing the Emotional Side of Sales

by | Mar 17, 2023 | Sales Motiviation

During sales training sessions, we tend to focus on “hard skills,” critically important things like prospecting, qualifying, overcoming objections and closing techniques. But there are many “soft skills” that help you become a top producer, and one of those is...
How to Promote Your Brand Tastefully

How to Promote Your Brand Tastefully

by | Mar 3, 2023 | Sales Motiviation

It’s a story as old as Hollywood – a teenage movie star eventually turns into a washed-up drug addict with a collection of orange-jumpsuit photos. It’s also a story as old as professional sports – a star athlete is arrested for punching an autograph-seeker in the...