How To Get Rid of Shithole Prospects [Video]

Nothing is worse than dealing with kangaroo and prairie dog clients. They are a life suck, but it’s part of being in sales. Time-wasters, tire-kickers and bullshitters will always find a way to get in our pipelines. The best thing you can do is quickly identify...

Lessons in Sales From a Mexican Cartel Cocaine Dealer [Video]

I was in Mexico for New Year’s and I went to a few of the clubs in downtown Cancun. There were no rules in these clubs. What happened inside the club stayed there. Drugs, sex, fights, weapons, it was all going down right there for all of us to see, but no one...

8 Phases Your Prospect Goes Through When Buying Your Product

Here’s the cold, hard truth: Only 3 percent of your prospects are ready to buy right now. The other 97 percent have to go through a hierarchy or familiarity before they spend a dime. On top of that, most of your prospects that WILL buy are still not ready to do...

So, You Closed the Deal, What Happens Next?

I’ve done a lot of drugs in my day and few highs compare to the high of closing a sale. Much like drugs, the high of closing a sale is always followed by a low. And in that low all you’re doing is chasing the next high. It’s a powerful addiction. The...

The Perfect Prospect Exercise [Video]

The mind is an amazing thing. It always gets what it focuses on. Once you learn how to focus your mind, you can get anything in this life you want. The only thing separating you from whatever it is you want is your mind. The same thing goes for your prospects. The...