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Cavemen Would Have Been Great Salespeople

What can we learn from our ancestors about connecting with prospects and clients?
A 27-year-old told me, “There’s nothing like meeting face to face.” I was stunned, because we’ve all heard that Millennials are tethered to …

6 Ways to Beat Lower-Priced Competitors

Don’t discount. Differentiate.
There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more. Want your package by 10:00 a.m.? Pay …

Don’t Be One of “Those” People

Nurture your network or lose it.
We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or …

Enterprise »

Cavemen Would Have Been Great Salespeople

What can we learn from our ancestors about connecting with prospects and clients?
A 27-year-old told me, “There’s nothing like meeting face to face.” I was stunned, because we’ve all heard that Millennials are tethered to …

6 Ways to Beat Lower-Priced Competitors

Don’t discount. Differentiate.
There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more. Want your package by 10:00 a.m.? Pay …

Don’t Be One of “Those” People

Nurture your network or lose it.
We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or …

Small Business »

Cavemen Would Have Been Great Salespeople

What can we learn from our ancestors about connecting with prospects and clients?
A 27-year-old told me, “There’s nothing like meeting face to face.” I was stunned, because we’ve all heard that Millennials are tethered to …

Don’t Be One of “Those” People

Nurture your network or lose it.
We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or …

Around the World in 80 Minutes: No Passport Required

Social selling exposes your business to a world of opportunity.
A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. …

Video »

Referral-Selling Top Tips: How to Ask for a Referral

Referral Selling Top Tip #1: When you just get a name, you’re making a cold call. Stop. Referrals make your calls HOT!
 
There’s No Such Thing as a Warm Call
My take on referrals is clearly defined: …

Referral Selling Top Tip #1

How to ask for a referral.