Training Education
A goal is a dream with a plan. And other fairy tales
My mother never went to Europe. She talked about it, dreamed about it — even opened a travel agency at
June 20, 2026
My mother never went to Europe. She talked about it, dreamed about it — even opened a travel agency at
Beginning a relationship is easy. Exploration is predominantly on the surface. Nothing too deep. Nothing too wide. Nothing too revealing.
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?