Why You Should Only Focus on Your Best Prospects [Video]

Why You Should Only Focus on Your Best Prospects [Video]

You shouldn’t do business with people you don’t like. For some reason, salespeople will work 10X as hard trying to please an asshole prospect, as they will to help a great prospect. If someone doesn’t appreciate the hard work you are doing for them,...
The Relentless Mindset of a Hardcore Closer [Video]

The Relentless Mindset of a Hardcore Closer [Video]

Would you consider yourself a relentless person? When it comes to sales do you stay on the prospect until they say “yes” or “no” or do you give up at the sign of tough objections? While most salespeople will tell you they love objections, most...
Stop Treating Internet Leads Like a Race To the Bottom

Stop Treating Internet Leads Like a Race To the Bottom

I just don’t get it, yet I see it every single day. Salespeople competing over the internet to see who can make the least amount of money possible. Car dealers undercutting each other’s prices. Mortgage originators trying to give the lowest rate. Realtors...
Why Do Salespeople Hate Asking For the Business?

Why Do Salespeople Hate Asking For the Business?

The fear of loss gene is present in us all. When we were little kids and lost our toys, our friends, our teachers and some of us even our parents, we learned to hold a fear of loss. This feeling stems from fearing change. Change makes us all uncomfortable and...