THE BEST ALTERNATIVE!

How would you like to replace the competition that’s serving the customers you’d like to be serving? Wouldn’t that be nice! However, it’s unlikely, because buyers or decision-makers are often reluctant to change, even if

ERASE or EMBRACE!

I first wrote the following in 2001, following 9/11. Over the past 19 years, I’ve shared it in keynotes, results-sessions, newspaper columns and interviews. And folks always tell me, “It’s relevant and timeless.” May it

A TASTY SLICE!

Have you ever wondered, “What can I say to—or ask a prospect—that’ll help replace or eliminate my competition?” Yep, thought so. While your desire to replace or eliminate your competitors is admirable, unfortunately, it’s highly

SIX SIGMA SIX PACK!

A client recently asked me, “Jeff, are there certain business principles that always stand the test of time?” Intriguing question. It prompted me to reach for and dust off—an old workbook from a shelf in

GOODBYE TO GAB!

“What a smooth talker!” “She’s got the gift of gab!” Or “He’s a born salesman!” How many times have you heard remarks like these? Lots? Of course. Yet to the best of my knowledge, salespeople,

8 BILLION REASONS!

From the ancient Greek philosophers to the modern-day social scientists, we constantly search for new and better ways to understand our fellow man. A frustrated client once exclaimed to me, “Jeff, selling isn’t tough—it’s the

RAISE YOUR CEILING!

What drives you to new heights of success? Is it altruism or capitalism? Is it what you give or what you get? Is it selflessness or selfishness? Where will your journey take you? Several years