In this podcast episode i'm teach you how to effectively close deals and get those sweet, sweet conversions. Below are the key topics I talk about in this episode. 1. “I'll Think About It…”Have you ever heard the classic objection in sales, “I’

Change Prospects Beliefs and Get Them to Love Buying From You

Jun 20th, 2022 17m 24s

When I started out in B2B sales as a young man in my 20s, I learned all I could about selling techniques. I learned all the classic sales techniques, even things like the “Ben Franklin” close.For many years I struggled as I tried to implement a

Get More Sales By Understanding the Difference Between Marketing and Sales

Jun 14th, 2022 12m 39s

Understanding what Marketing and Sales actually are and how to use them allows you to minimize mistakes and the squandering of resources. It’s simple, easy to understand and implement, yet powerful in drastically increasing your sales.When you

3 Critical Components to Successfully Sell Anything

Jun 6th, 2022 12m 3s

If you are like me, then you understand the importance of revenue and sales to a business. Without sales, businesses fail. I struggled for a long time to increase sales and close deals. However, by learning about the three critical components t

What Happens To Me Happens For Me

Oct 28th, 2021 15m 20s

If I gave you $100, would you give me $10

Sep 30th, 2021 20m 34s

Have you ever implemented a new tactic that seemed like it was really paying off well, but then you wake up a year later and realize it’s not coming close to what you thought it would? Or even worse, you are actually losing money? I know I have

Getting Through to B2B Decision Makers Part 2 - Offline Methods

Sep 21st, 2021 18m 21s

Have you ever thought, “If I could only get through the gatekeeper, I know I could sell the decision maker?”Getting through to decision makers is the Holy Grail of marketing and sales. It’s critical, but it also happens to be difficult.Let’s ta

Getting Through to B2B Decision Makers Part 1 - Online Methods

Sep 14th, 2021 18m 28s

What is the number one problem small business owners and salespeople face when it comes to getting sales and generating revenue?It’s not how competitive our product or service is, and it’s not our marketing or sales presentations. It comes down

The Best PhD You Can Get For Making Money

Aug 24th, 2021 20m 32s

Have you ever had someone tell you or thought, “you know, I need to go back to school to learn more. That way I will make more money? That might be true for an employee in corporate America. For us business owners, however, there is only one de

Preventing Buyer's Remorse

Aug 17th, 2021 22m 32s

Have you ever bought something and then said to yourself shortly after, “why did I buy that?” Then you returned it or felt duped you bought it? This is classic buyer’s remorse. We’ve all experienced it in our personal lives. Buyer’s remorse can

Get Your Prospects High

Aug 10th, 2021 18m 8s

We all do drugs. Yes, even you. A lot of drugs are bad for you. The ones you manufacture in your brain are natural and even more effective than illicit drugs. If you want your customers to love buying from you and get an actual physical high du

How To Be Effective On a "Bad Day"

Aug 3rd, 2021 19m 59s

Ever had a time when things were just clicking, you were kicking butt at work, and you felt on top of the world? What about the opposite? You woke up grumpy, everything was going wrong, you didn’t want to go to work, or you felt like giving up.

B2B Sales Is NOT Emotional (or is it?)

Jul 20th, 2021 17m 15s

B2B sales is all about logical, dollars and cents analysis of options, right? All selling is emotionally based. It doesn’t matter if it is selling to consumers or to sophisticated business owners and executives. Listen to this episode and I’ll

The 3 Types of Objections and How to Overcome Them

Jul 6th, 2021 18m 18s

Ever feel like you are playing ping pong going back and forth trying to convince a customer to buy your product or service? The reason for this is rooted in objections and how sometimes we almost ask for prospects to question us. Let’s talk abo

Shiny Object Syndrome (SOS) and Mastering Boredom

Jun 29th, 2021 22m 19s

Have you ever found yourself chasing too many ideas, businesses, or strategies, and realized later that you are spread too thin and accomplished none of them? This is called Shiny Object Syndrome. The question is how do we avoid this pitfall an

Where Most Of the Money Is Made

Jun 21st, 2021 22m 47s

As entrepreneurs and salespeople, we tend to focus on closing the big deal, getting the sale, and going after the “low hanging fruit.” While this is important, we are ignoring where most of the money is actually made if we focus just on this. L

Simplicity Is the Key to Making Money

Jun 14th, 2021 19m 15s

Have you ever looked at a business’s website and thought, “...what do they actually do?” Often, we assume our prospects speak the same language we do, and we overcomplicate both our communication and our solution, turning off a lot of prospects

Gentlemen, This Is a Football

Jun 7th, 2021 22m 17s

Do you sometimes feel like you are running 24/7 without coming up for air in your business? This is a dangerous place to be which will eventually put you out of business. How do you prevent this from destroying your business and continually gro

How to Prepare for Covid-20 (or the next crisis)

Jun 3rd, 2021 21m 4s

What happens when Covid-20 hits (or the next economic crisis)? Why have so many businesses failed in the last year and why did some of us survive? Most importantly, how do we prepare for the next crisis? It’s not an if, it’s a when.

Bridging the Gap in Client Expectations and Yours

May 31st, 2021 20m 41s

What’s one of the biggest reasons clients and customers are dissatisfied? They have totally different expectations and perceptions of your products or service than you do. How do we bridge this gap and turn disgruntled clients into raving fans?

Appointments, Appointments, Appointments...Right? (Part 2)

May 27th, 2021 14m 32s

So you got the appointment with the prospect. What now? How do you turn this appointment into a sale? How do you maximize your time and process to take advantage of your appointment and grow your business. This is part two on how to do this. Ta

Appointments, Appointments, Appointments...Right? (Part 1)

May 24th, 2021 19m 29s

When it comes to B2B, we are all focused on getting in front of our prospects. If you are successful, that’s only the first step. What do you do after setting an appointment, and how do you maximize your effectiveness? This is part one of what

Don't Be Hatin' - Dealing with Jerks

May 13th, 2021 10m 5s

Ever had someone call your office and go off on your team or you? Or maybe bravely post a really nasty review or social media post? These people are a fact of business and life, but the question is how do we deal with them. Listen to find out h

Don't Be Afraid of Feedback-Be Afraid of No Feedback

May 10th, 2021 16m 4s

Ever been nervous to reach out to a client and ask them what they think of your service or product? Sometimes, it’s easier to stick our heads in the sand. Why? It’s tough to hear both haters nasty and loud opinions, and sometimes it’s equally t

Fire Your Clients (well, some of them)-Part-2

May 6th, 2021 13m 10s

So you don’t like some of your clients, and would like to fire them? What do you do? If you realize you have some(or all) of the wrong clients, how do you get rid of them, and how do you actually attract the right clients? Listen to find out ho