Category Archives: Uncategorized

We All Know – You Can’t Close Business In the Summer

I hear it every year from reps I train and reps my company manages…”You can’t close business in the summer because everyone is on vacation.” If you have “sensitive eyes” don’t read the next line: BULLSHIT! It’s a load of … Continue reading

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How Long Should I follow Up For? Be Politely Persistent

I get this question a lot. “When is it time to give up on a deal?” “How long should I follow up for?” “How much follow-up is too much?” My experience is that reps either give up way too easily, … Continue reading

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You Need to Be In Action! YCDBSOYA

I often get feedback via email after our newsletters go out, and I appreciate it every time. As a trainer, it’s my job to help salespeople and sales managers learn to do their jobs more effectively so they can feed … Continue reading

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Referrals – Perhaps It’s Time to Grow a Pair!

A reader writes – “Would you have any past articles about how to ask for referrals? It’s one of those awkward things that no one seems to like to do but has so much potential to help grow a book … Continue reading

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Give Up or Pedal Harder?

Here on Long Island, we caught a lucky break early this week when Hurricane Hermine downgraded quickly for most of us, and did nothing more than create some spectacular waves for surfers and brought some strong winds. On Monday, after … Continue reading

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7 Steps to a Terrific 2017!

Wouldn’t it be great if you could send a tweet, post something on LinkedIn, send an email or make a phone call today and close a sale tomorrow? I think it would, but for most businesses that’s simply not the … Continue reading

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Discounts Can Be Profitable!

I was recently quoted in an article on discounting. Here it is for a quick read! Small Business: Discounts can be profitable July 23, 2015 by JAMIE HERZLICH / jherzlich@aol.com Offering a discount can be an easy way to make … Continue reading

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Motivating Sales Reps

It’s my belief that the only one that can motivate you is yourself. That said, part of a sales manager’s job description is motivating their sales team. I suggest that if you want to motivate the salespeople who work for … Continue reading

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Negotiating – The Golden Rule

One of the aspects of selling I get asked about on a regular basis is negotiating. “How can I negotiate more effectively?” “What do I need to do to make sure I get my price?” (or as close as possible) … Continue reading

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Want to Sell More? Just Be Yourself!

I recently got back from a bike ride on the boardwalk along the ocean near where I live, and while riding I “people-watch.” Living in a beach community you get to see lots of different types of people, especially when … Continue reading

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