Avoid Winding Up In The Friend Zone With Your Prospects

Avoid Winding Up In The Friend Zone With Your Prospects

Remember that scene in “Half Baked” where Dave Chappelle tells Willie Nelson “You cool than a motherfucker. I hate that I have to charge you.” Willie even negotiates with him and says “Man, I remember when a dimebag was a dime”...
Why Are Salesmen Such Gluttons for Punishment?

Why Are Salesmen Such Gluttons for Punishment?

What is it about being a salesman that makes some of us self loathe so much? Why do we feel like we have to work so hard for each sale? What’s the psychology behind EARNING the sale? Is it because we use our words and not hard labor that makes us feel like we...
The Science Behind Selling with a Smile

The Science Behind Selling with a Smile

Back in the day when I did one of my first 5 podcasts, I recorded a whole episode about the power of smiling. Sounds simple and stupid, but the power of smiling is undeniable in sales. Smiles are contagious. Ever seen someone smiling big that made you mad? No, of...