You've probably read in the newspaper, or watched the TV news stories about the tales of those committing fraud in the name of business. These pillars of business success are now being exposed as nothing more than common criminals driven by greed. Obviously, the temptation to cheat in business is strong, especially when things aren't going well. But is sacrificing your character and integrity for money really worth it under any circumstance? Get More GOLD...

Stop Watching the News!

You can hardly turn on the TV these days without hearing some ‘gloom and doom' story about the economy, government bailouts, foreclosures, governor mishaps, and an assorted array of conflicts from around the world. Stop the bus! It's time to get off. Get More GOLD...

What do you hate most about the 'screen', and how are you currently dealing with those gatekeepers? The single most frustrating element with cold calling, aside from putting up with ornery prospects, has to be the secretary screen.  Get More GOLD...

Let’s throw a few darts at some target sales prospects today. Before we get started, wouldn’t you agree that before you can hit a dartboard with a dart that it makes sense to aim at the dartboard first, and see what you’re throwing at before launching your dart? Get More GOLD...

There’s nothing more frustrating than to go through all the effort to reach a sales prospect on the phone to schedule a sales meeting, and then on the day of the event, the sales prospect pulls a ‘no-show’ and disappears without a trace. It happened to me again last week, and I swear it has happened to me for the last time. Get More GOLD...

Halloween is almost here so let's talk about the 'bloody' business of sales prospecting. I'm referring to the sometimes frightening ways you speak to sales prospects over the phone to hook their interest in your product. Does it feel like a 'horror show' at times? Do you choke under pressure? In general, are you making a 'bloody' mess of things, and scaring away your best prospects?  Get More GOLD...

How much time does it take for you to shake someone’s hand? One second. Maybe two? Now you know how much time it takes to create the right, or in some cases, the wrong first impression of yourself. Get More GOLD...

For the record, I really like Van Halen, and I prefer the David Lee Roth version of Van Halen in particular. Last year, Van Halen toured North America, and when I received news of when tickets were to go on sale, I was determined not to miss the show. Get More GOLD...

The US Open tennis tournament has started here in New York, and it’s got me thinking about the gold call. I’ve noticed that having a dialogue with a sales prospect is similar to playing tennis.

To help make my point, I draw your attention to some terms associated with tennis that you may be familiar with: Get More GOLD...

I'm often asked the question about when to use humor in speeches, and when having a dialogue with clients. As a rule, I let people know that too much of anything, including humor, can work against you in your quest to be funny. Now a recent study proves that a bad joke, or a missed punch line can actually do more harm than good. Up until now we could only imagine the penalities of a failed attempt at humor.  Get More GOLD...