Home » Archives for August 2012


Aug, 30 2012 | Referral Sales

Optimism Is For Sissies…Or Is It?

It turns out that a dose of the happy stuff—paired with smart thinking and a reality check—really does make a positive difference. If you want to be depressed, read the newspaper, check out your online news feed, or turn on the TV. It’s not pretty. There’s rarely any good news to report. So how do […]

Aug, 23 2012 | Referral Sales

Ditch the Sales Pitch

Do what top salespeople do: ask probing questions, and get the answers to seal the sales deal. Sales pundits suggest salespeople must change the way they sell: stop pitching products, become consultants and strategic advisors. Let’s get real. Top salespeople don’t pitch. They never have, and never will. Top salespeople ask good questions, they listen, […]

Aug, 16 2012 | Referral Sales

I Took My Own (Referral) Medicine and It Tasted Great

Relationships power referrals. Referrals rock sales—rock yours. I received four referral introductions last week. I could hardly believe it. Even for me, that’s a lot. In all cases, people offered referrals before I asked. How did they happen? Referral #1: The Banker The client, Jim, is a great connector and frequently invited me for coffee. […]

Aug, 09 2012 | Social Selling

The 3 Top Industries for Social Selling with LinkedIn

Not every industry lends itself to social networking. Find out where you can get the most bang for your social-selling buck. There are way too many people and “so-called experts” offering tips about social media. Then I met Kurt Shaver: He’s different. He has carried a bag, been a sales executive, and actually provides tips […]

Aug, 02 2012 | Referral Sales

Texting While Walking…The Rules

Get human, make eye contact, and be where you are. When was the last time you walked down the street, made eye contact and smiled at a person you didn’t know? I’ll bet a few things here: It’s been awhile since you smiled at someone on the street, and if you did; They smiled back. […]

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