Training Education
Show me the value, or I’ll show you the door
How do you make a sales presentation? No, I don’t mean warm up, probe, present, overcome objections, close. I mean,
April 20, 2026
How do you make a sales presentation? No, I don’t mean warm up, probe, present, overcome objections, close. I mean,
Think about the last few things you purchased. They hold the secrets to increasing your sales. While giving a seminar,
Johnny, pay attention!” Probably the most valuable lesson offered to you in school. But at the time you got it,
The most important aspect of making a sale is also a major weakness of every salesperson: Asking Questions. It’s an
What do you believe in? What are your real beliefs? I’m asking you these questions so you can have a
Johnny, pay attention!” Probably the most valuable lesson offered to you in school. But at the time you got it,
Les Traband is a life insurance agent and a friend of mine. In 1971, Les was chasing me to sell
Excerpt from The Sales Bible In every company, there is one person you are certain can make a decision…The CEO. Why
The object of negotiating is to win, or is it? What about the other guy? If you win, does that
Press one if you’d like to leave a message. I’ll be glad to return your call as soon as I can.
Psst — hey — c’mere! I’ve got a secret to tell you…Sometimes prospects will stall you, sometimes they will lie
Lost a sale? What did you blame it on? Who did you blame it on? In my 32 years of
The time for systems of selling has passed. The time for sales manipulation has passed. The time for “finding the
I’m at a corporate conference about to give my 90-minute, customized, personalized talk. As I do with all my talks,
I’m at a corporate conference about to give my 90-minute, customized, personalized talk. As I do with all my talks,
Why aren’t you moving forward? Why do you feel “stuck?” Why is your success track not moving fast enough? Why
Lost a sale? What did you blame it on? Who did you blame it on? In my 32 years of
In every company, there is one person you are certain that can make a decision…The CEO. Why start anyplace else?
“Going for the gold” is wrong. Being the best you can be in order to earn the gold, or get the gold
The prospect is not waiting by the phone for your call. Most people have what you’re selling and are doing