Jon’s Blogs

Most salespeople – actually, most people in general – don’t know how to listen. They just want to speak and get their point out.Rookies, in particular, tend to stick to their sales script. They’ve...

As the old saw goes, nobody ever lay on their deathbed wishing they had worked more. Maintaining a healthy work-life balance is just as important as meeting your sales goals and growing your bottom...

We’ve all had those nightmare sales calls where we can’t get a word in edgewise and the client is a downright bully. Instead of wasting your time arguing, try these tips: When a client is bulldozing...

Salespeople deal with all sorts of objections – and price is often at the top of the list. Here are some ways to deal with the dreaded statement, “Your cost/rate/fee is too high.”For conversation’s...

We all wish there were more than 24 hours in a day. We have so many ideas, so much to do ... but perhaps the most important thing you can do each day is to take two minutes to think and do nothing....

Cold calling is an important part of any salesperson’s toolbox. Here’s how to do them right:Dismiss the notion that you are bothering people. Many will actually welcome your call, especially when...

We all have certain things – patterns, assumption sets, habits -- that we bring to the table. And we get stuck in how we do and see things.Here’s a quick exercise to give you new perspective:Write...

We all know that sales isn’t always easy. Sometimes it’s tough to face that phone, especially when life is not going exactly how we’d like.Along those lines, there’s a lot to be said for striking...

Are you a salesperson ready for explosive growth? Here are three pillars to embrace:Pillar one: Psych up and prepareBefore you start the day, review the news and create one or two open-ended...

While it’s important to create a 10-year business model, your real focus should be on your business plan for three years, two years and one year. Once that’s set, reverse engineer it to the quarter...

When it comes to business planning, it takes extreme ownership, extreme urgency, extreme discipline and resilience to come to the table every day ready to go. One invaluable tool is a daily business...

Everyone is always sizing us up, determining their opinion of us based on the image and brand we give off. Your brand is simply what people say about you when you walk out the door. Forget the...

One of the things that holds people back is that they don’t start mapping out their day until they get to work. It'll take them 30 to 40 minutes to figure out what’s going to happen -- but if they...

Covid has taken away most of the social opportunities we used to take for granted (and truth be told, sometimes dread) – the conferences and conventions, networking events, awards dinners and...

While it’s important to create a 10-year business model, your real focus should be on your business plan for three years, two years and one year. Once that’s set, reverse engineer it to the quarter...

I think it’s safe to say that nearly everyone hates working on their database of clients and potentials. And that is exactly why you have to do it every single day.It’s such an unpleasant task that...

This is one of my favorite subjects; it’s so important because accountability without authority means nothing, and no responsibility equals no accountability. Here are three pillars to keep in...

To journey without a plan or a map is simply just wandering. And wandering in business never leads to success.We need to be constantly reevaluating our business plans, almost to a point where they...

Study after study talks about how distractions affect our business and how we waste so much time. Think about it -- if you can just save four minutes a day, over the course of a year, that's...