The age old sales question I hear most often has to do with how many times you should try and reach a sales prospect on the telephone before leaving a message. I am of the opinion that unless the prospect is expecting your call that it makes no sense to leave a voice message that solicits business. My 25 years experience with prospecting over the telephone tells me so... Get More GOLD...

I read a fair amount of sales training marketing material from a host of purported sales gurus offering their advice to anyone that will listen. Each day my inbox is filled with messages from sales experts making claims of increased sales, shortened sales cycles, higher profit margins, and the like. If it were so easy, then why aren't these so-called 'sales gurus' still pursuing selling as a career. Why the change? Get More GOLD...

I felt sorry for Steve Jobs yesterday. There he was at center stage, facing the 'moment of truth' and about to demonstrate the awesome power of the new iPhone4, and 'Murphy's Law' reared it's ugly head. The demo was a bust! How embarrassing...
Have you ever been in a similar situation? Can you remember a time when your best laid plans for a product demo went bad at the worst possible time? Get More GOLD...

The other day I watched a CNBC program called 'Biography'. The program was about Dave Thomas, the founder of Wendy's restaurants, and the adversities he faced when he first went into business for himself. It got me thinking about my own business, and the adversities I've faced throughout my 28-year career in professional sales. There are always obstacles that block the path to success. Dave Thomas' story is particularly interesting in how he over came adversity to succeed in business, despite overwhelming competition. Get More GOLD...

The person that says it can’t be done is right! What is standing between you and success is YOU, and you only have yourself to blame for not trying.
Have you ever heard someone tell you that you are your own worst enemy? Makes you think doesn’t it? What are you doing to yourself that causes pain in your career or your personal life? Are you afraid to give something a try out of fear of looking silly if you fail? Do you constantly second guess yourself, or draw the wrong conclusion based on prejudice? Happens all the time. Hey, we’re human, and we all make mistakes. Get More GOLD...

If you’re somewhat of a sports fan then you know what it means when a player steps ‘out of bounds’ - the play comes to a stop. It’s the same thing on sales calls. If you step ‘out of bounds’ with a sales prospect, chances are good that your sales call will come to a dead stop.
During my ‘gold call training’ sessions I often use the analogy of ‘staying in bounds’ whenever engaging in conversation with prospects. Be careful - one wrong word, or anything taken out of context, and you’ve stepped ‘out of bounds’. Get More GOLD...

One of the greatest problems salespeople have is that we talk too much. It's been said that the best salespeople are those that have the 'gift of gab', or a 'silver tongue'. Nothing could be further from the truth. The real problem is not so much that we don't have the 'gift of gab', but it's that we don't know when to shut up for our own good. Get More GOLD...

Today, March 19th, marks the 11th anniversary of the passing of my beloved friend, and father-in-law, Neil J. D’Avino. He was a man among men to say the least, and one of my biggest fans. This time each year, on the anniversary of his passing, I think back to that day when I got the news that Neil had departed this world. I was on a sales call in Western New Jersey, calling on a company named Casio. I remember parking my car, and making my way to the front desk receptionist. As I approached the door, my cell phone rang. It was my wife Nancy, and she delivered the bad news. Get More GOLD...

Did you know that Rhinoceroses have the thickest skin of any terrestrial mammal, and the thickest skin in relation to their size, of any animal? The skin on their backs and flanks can be 2.5 cm or 1 inch thick. That’s the kind of thick skin you need to succeed in sales these days. Get More GOLD...

Step 1: Make a courtesy call to existing customers to check in and see if they are satisfied with the purchase.

Step 2: Ask your customer if they are satisfied enough with your product, or service to the point that they would recommend it to others.

Step 3: If your customer is willing to recommend you, then place your customer in your business by asking them who, or what company they would call first to discuss the purchase of your product. Get More GOLD...