Here's why telling people they're doing their job wrong creates defensiveness. And what do to instead.

Why you should stay away from the phrase "I know."

Thoughts on what to say to lower The Zone of Resistance when cold calling.

The importance of intent when cold calling.

7 language patterns that lower the Zone of Resistance.

Don't try to get prospects to admit they're doing their job wrong. Here's why.

Something I wish I knew when I was a younger salesperson.

Here's what prospects really mean when they say, "You're too expensive."

Thoughts on diffusing "We don't have budget" during a cold call.

Thoughts on diffusing, "We don't have a budget."