Hinkley High School Graduation

Nothing is more important than teaching the new generation. They are the leaders and business owners of tomorrow. Last year, I was given the opportunity to speak to the 2016 graduating class of Hinkley High School. The ideas and concepts we talked about are the same ideas and concepts that...

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What Really Drives You?

No matter what you do or where you want to go in life, focus will get you there. You need it. You cannot achieve your goals unless you focus on them. But first, you have to make sure that you're focusing on the right things. We often talk about the...

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Dealing with Challenges

In "The Road Less Traveled" by M. Scott Peck, the first three words are "Life is difficult." Everyone seems to have this belief that everything is always going to be sunshine and rainbows. The reality is that you will face challenges. You will face hardships. You will face struggles. What...

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Dealing With “I Want To Think About It”

The "I Want To Think About It" objection is another one of the most common objections we face. It's especially frustrating because the rest of your sales process can be going along smoothly and all signs point to a sale until they say those dreaded words, "I want to think...

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Dealing with 3 Bids Proactively

This week's topic really needs no introduction. I'm sure we're all very familiar with the 3 Bids Objection. You're talking to a prospect and everything seems to be going good. You come right down to the finish line when they say "I've got 2 more guys I'm talking to this...

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Go For No!

My friends, Richard Fenton and Andrea Waltz, wrote this great book called "Go For No!" It's a really simple concept and applies to many different situations in many different ways. "Go For No!" can mean everything from trying to get a specific amount of no's to continuing to offer more...

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You’re Right, Even When You’re Wrong

Have you ever been on the way to work and you're thinking "I just know that traffic is going to be a problem today." And you're right. There seems to be a lot of people on the road and the guy in front of you is going slow and every...

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The Last 10 Minutes

If you take a really long look at the sales hallway or really any other sales process out there, you'll realize one thing: every single step in the sales process is all geared towards helping you in the last 10 minutes of the sales call. The last 10 minutes of...

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Building Value with Your Customer

There's a good possibility that at least 2/3 of our customers/clients are going to ask for a discount or lower price. Simply saying "no" is negative and negativity isn't usually received very well. So, how can you get around this request without dropping your price or losing the sale? By...

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Keep Your Expectations In Check

We always hope for the best. When going in to any situation, we always want the best possible outcome. Who wouldn't? But there will be hardships. There will be difficulties. Not everything is going to be sunshine and rainbows. There should be some expectation that we will encounter struggles, but...

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