Podcast: “What to Say and When to Say it” – Predictable Prospecting with MaryLou Tyler
In this episode I got really practical about the sales process. From word choices, to spoken and written communication, to frameworks for making calls. MaryLou
The Big Ask
We all know that clients referred from an existing customer are the ideal way to win new business, but I regularly get asked how to
Podcast: “Influential Words” – Go Giver Live with Bob Burg
Influence is powerful and there’s a good reason that the subheader to my book Exactly What To Say is ‘The Magic Words for Influence and
Vulnerability: Your New Best Friend
Maybe you’ve heard me speak about the power of great questions during the sales process. If you haven’t, here’s the rundown: questions will eliminate the
Podcast: “Exactly What to Say & Exactly How to Sell” – Art of Advisory with Kirk Bowman and Hector Garcia
Hector and Kirk are great hosts of this podcast aimed at accounting professionals. Since renamed as AltAccountant, the show leads a movement of accountants and bookkeepers
Writing out Your Thoughts to Warm Hearts
When you take a look at your life so far and reflect on the recognition, praise and rewards showered upon you, I am certain you
Podcast: “Be Brave and Grow” – Smashing the Plateau with David Shriner-Cahn
In this episode David and I discuss… Why it is so difficult for many entrepreneurs to sell A restaurant analogy: The difference the sauce makes
Make up Everyone Else’s Mind
The main function of a salesperson is to encourage customers to purchase goods or services that add value to their life. I often refer to
Podcast: “When Words Get in the Way” – Turned On with David and Angelike Norrie
Sometimes you have a podcast interview that is just different from the rest. In this one with Angelike and David Norrie, I shared insights and
Tipping the Scales: Letting Others Pay It Forward
Many of us receive referrals for business opportunities from our contacts and customers. For most of us, this is our preferred method of winning new
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