Category Archives: Bersonal Posts

Barry Slocum, President of Gryphon Financial Solutions writes a great newsletter for his group. Since I am packing up today to head to the Gryphon “Soar and Roar 2015” Conference in Galveston, TX, I thought it would be a good time to share … Continue reading →

I was reading some great information recently on social selling and how social media has changed the sales process. The power is often in the hands of socially savvy buyers who come to the table armed with as much—or even … Continue reading →

When I was growing up my parents taught me the value of money. Not by giving me money but by making me earn it. From a very young age (age 9) if I wanted to buy somethiong I had to … Continue reading →

Anybody who has seen me present has probably heard at least one of my “hunourous” anectdotes. Most often if I am telling a story it is laced with some humor…and humor that can be related to the topic or our … Continue reading →

Everyone expects you to lean heavily on PowerPoint for that next presentation. But before you give in to the allure of slides, just play a little game in your mind by asking yourself: How could I pull this show off … Continue reading →

I have heard Steve Lewitt speak on several occasions. I don’t know specifically if he is a Sandler Sales expert…but when I read his newsletter I saw a lot of similarities. The idea of finding the clients pain is a classic … Continue reading →

Have you ever had a prospect say to you- “just send me some literature?” In our training we refer to this response as a “push back.”  A “push back” is an automatic response that has been conditioned within a prospect … Continue reading →

Dear Jeffrey, I’ve built my business for the last 10 years and although I was not ready to retire, I wanted to have a plan in place to do so. I wasn’t sure if my children would want to take over … Continue reading →

Dr. Robert Cialdini is considered one of the top persuasion experts on the planet. And in a recent audio clip, Dr. Cialdini reveals how you can get your clients and prospects to say “yes – I want to get started” to whatever … Continue reading →

People don’t want to appear stupid. Therefore they will neglect to ask questions if they perceive they are expected to understand the topic at hand. This is a natural and prevalent human insecurity. I know it is true for me … Continue reading →