We hear a lot about being genuine today. It’s great advice, but frequently people take it too far.

This is a sequel to the episode on delivering bad news. How I used my Rolodex to solve the problem of misdirected freight.

Every single salesperson makes the one minute opportunity cost decision, even if they don’t know it. We need to make sure we do the right thing.

Giving bad news to our customers is a sensitive subject. There is a right way and a wrong way to do it.

Don’t you hate having to call a customer, and all you can offer is “just checking in”?

Cold calling works great when you know how to do it.

Do you wonder what to say when you get a prospect’s voicemail? Wonder no more.

A lot of type A personality people gravitate to sales. Effective listening presents a challenge to type A salespeople and that is what we discuss here.

I recall a recent sale I had that began nearly 5 years ago.

In this podcast I discuss my unique method of using a value proposition: the responsive value proposition