Podcast and Radio Interviews

• Sales Roundup: Play Audio
  
• Selling has Nothing to do with Selling: Play Audio
  
• Your Success Radio-Interview:  Play Audio
  
• Selling Power Magazine Live--Listening to Persuade: Play Audio
• Reaching Peak Show: Play Audio
• Sales Rep Radio: Play Audio

Interviews

• Why 60% of Prospects Don't Buy - and How to Get 'Em
  
• Is it Time to Change your Rep Agency's Approach to Face-to-Face Sales?
  
• Flat Sales call for a New 'Non-Selling' Strategy
  
• Changing the Way You Sell
• Sales Has Changed; Have You?
  
  

Articles

• Everybody and Nobody…The Decision Maker
• The Prospect’s Buying Manifesto: The Great Shakedown
• Terms of Engagement…To Get Trust You Must First Extend It
• Premature Presentation Syndrome: The Death of Feature and Benefit Selling
• Persistence…The Final Myth: Just Say No
• Deal or No Deal: Minimize”Definite Maybes”
• Building Loyal Relationships in a Disloyal World
• You Have to Undo Lack of Trust before You Can Build Trust
• The Way You Buy is a Leading Indicator for the Way You’ll Sell
• Are Salespeople Their Own Worst Enemy?
• Time Kills All Deals
• What You Don’t Know is More Important than What You Do Know
• Establishing a Systematic Sales Process for Your Sales Team
• Show Me The Money
• The Lost Art of Prospecting
• No Pain, No Gain
• Leverage and Time Your Proposal for Optimal Yield
• The Commodity Slide
• It’s Never Over Until The Fat Lady Sings
• The Final Solution: The Non-Event
• Build Trust With Pain
• Fear Factor
• Pain Killer Questions
• The Audacity of Hope: “Just Do It,” Works for Nike But is Fatal for Salespeople
• Closing is a Non-Event
• Questions are always Your Best Answer
• To Gain Control You Must Give Up Control
• Hire Slow, Fire Fast
• The Power of Agreement and Cooperation
• Objection Prevention Trumps Objection Handling
• Fall On The Sword
• How to Lose Quickly, Effortlessly, and with Minimal Time and Expense
• Voice Mail: The Bane of Existence for Salespeople
• Bonding
• Physics Collides with Sales
• Forget About Referrals, Get Introductions
• To Lock Them In, Let Them Go
• Sell Like a Business Owner
• The Gatekeeper Isn’t Your Mother
• The Myth of the Self-Initiated Motivated Salesperson
• To Find Pain You Must Give Pain
• The Power of Suggestion
• Death of a Salesman
• Never Badmouth Your Competition, Let Your Prospects Do It for You
• The Giving of Good Listening will Trump the Giving of Good Advice
• Sales Letter:Recap the Prospect’s Problems, Not How You Can Help Them
• Guard Your Company Resources as if They were Your Own
• An Inconvenient Truth: Most Salespeople Are Very Good at a Game No Longer Being Played
• Free Consulting: Are You an Enabler?
• Guerrilla Marketing at Trade Shows: Not for the Faint of Heart
• Pain Locator Questions
• What You Don't Know Can Hurt You: The Great Myths and Delusions in Selling
• I Hate the Act of Traditional Selling, and Worse Yet - I'm Lousy At It
• The Great Divide In Selling - Customers Buy Emotionally but Salespeople Sell Logically
• The Kiss Of Death - Phrases and Questions That Will Kill Trust and Lose Sales
• The Seven Deadly Sins of Highly Ineffective Salespeople