Selling


Win Your Next Negotiation

Win Your Next Negotiation with Chris Voss Part II

Win Your Next Negotiation with Chris Voss

It is time to Win Your Next Negotiation because your success may depend on it.  Each day, you negotiate with people both in and out of the office. Even if you don’t think you are a negotiator, developing your skills is vital for success in life.

In today’s interview, I speak with former FBI Hostage Negotiator Chris Voss. Chris is the author of the book Never Split the Difference. He is also the founder and principal of The Black Swan Group, which provides training to Fortune 500 companies on complex negotiation techniques.

In part 2 of my interview with Chris Voss, we cover the importance of the right negotiation tactics. Whether you are a manager or a stay-at-home mom, these lessons can help you take on any negotiation. If you missed part 1 of my interview, you can check it out here.

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Practice Closes Sales

Practice Closes Sales

Practice Closes Sales

Practice Closes Sales.  While you have no doubt heard practice makes perfect – perfection doesn’t close deals.  Sales is one of the few professions where your performance is measured every day on every deal.  So wouldn’t it make sense to practice?

The idea of practicing came from an unlikely source.  My son’s basketball league put out an email with a desperate request for coaches.  Since I never coached basketball before I politely ignored the 1st request.  Then came the 2nd request and I figured I would offer to help.

This was my 1st ever endeavor into coaching a sports team.  So being a new coach I did what all dads with no experience would do.  I went to YouTube to look up drills for youth basketball.  Then after our 2nd practice I realized how important drills and repetition are in learning and mastering a skill. While practice is certainly not a new idea, a light went off.

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Selling Yourself with Jeffrey Gitomer

Selling Yourself with Jeffrey Gitomer

Selling Yourself with Jeffrey Gitomer

Jeffrey Gitomer, author, speaker and King of Sales, talks about Selling Yourself in his latest book Truthful Living.  The book was a collaboration with the Napoleon Hill Foundation and Jeffrey.  The Hill Foundation discovered original writings from Napoleon Hill from 1919.  They asked Jeffrey to edit and annotate them for the 21st Century.

Selling Yourself and Your Services is one of the key lessons in the book.  Listen in at 6:45 as Jeffrey shared a personal story of how  “Selling Yourself” is all in your head.

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King of Sales and Napoleon Hill I

King of Sales and Napoleon Hill I

King of Sales and Napoleon Hill

In August of 1993 my brother gave me a copy of Napoleon Hill’s Self-Help classic Think and Grow Rich.  If you don’t know who Napoleon Hill is or haven’t heard of his book – stop what you are doing and buy the book now.  In the hundred years since he began writing and teaching, Napoleon Hill’s book has sold over 100 million copies.  To this day he holds the position as world leader in self-help, personal development and positive attitude.

Just as Think and Grow Rich, has impacted millions of readers it also has impacted who I am as a person, father, business owner and radio show host.  My interview is going to be special for all startups and entrepreneurs listening – because a few years ago the Napoleon Hill Foundation uncovered Hill’s ORIGINAL writings and teachings from 1919.

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Pursuing Your Passion

Pursuing Your Passion Part II

Pursuing Your Passion

You have no doubt heard that Pursuing Your Passion is the way to go when starting a business.  Maybe it is – maybe it isn’t.

Let’s face it starting a business requires a series of gut wrenching decisions to get it right.  What happens if Pursuing Your Passion doesn’t pay?  My guest, Founder and CEO of Associated HCM, Rob Basso pursued the right business model.  Find out how he is now running his 2nd successful startup after just having sold his 1st which he created 20 years ago.

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Pursuing Your Passion

Pursuing Your Passion Part I

Pursuing Your Passion

You have no doubt heard that Pursuing Your Passion is the way to go when starting a business.  Maybe it is – maybe it isn’t.

Let’s face it starting a business requires a series of gut wrenching decisions to get it right.  What happens if Pursuing Your Passion doesn’t pay?  My guest, Founder and CEO of Associated HCM, Rob Basso pursued the right business model.  Find out how he is now running his 2nd successful startup after just having sold his 1st which he created 20 years ago.

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Financial Advisor’s Greatest Asset

Financial Advisor’s Greatest Asset

Financial Advisor’s Greatest Asset

Financial Advisors may argue the point, but it is their Book of Business that is every Financial Advisor’s Greatest Asset.  What is a Book of Business?  In its most basic form a Book of Business is your client list.

One of the 1st and most common mistakes a Financial Advisor can make is not segmenting their book into A, B, and C clients.  Meaning your most valuable clients are your A’s, than down to your B’s and C’s. It sounds pretty simple, right?  Well it is.  While the definition is simple the value can be priceless if you do it right.

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Sales Stories, Legends and Long Shots Part II

Sales Stories, Legends and Long Shots Part II

Sales Stories, Legends and Longshots

Sales Stories, Legends and Longshots make for a great conversation!!!  If you are in sales or own your own business this is podcast gold.  This show was the idea of Profit Express contributor and financial guru Phil Capell of Piermont Wealth Management.

Phil asked if he could interview me!  I had never been interviewed on my own show.  I thought this could be a blast.  So here is what happens when Phil Capell interviews Tim Healy.

First of all Phil is a natural at interviewing.  He asked great questions that got me thinking and talking about one of my favorite topics – sales.

Phil’s questions allowed me to share some amazing Sales Stories, Legends and Longshots.  I hope YOU enjoy!

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The Thrill of Victory

The Thrill of Victory

The Thrill of Victory and the Agony of Defeat

If you are over the age of 40, you can appreciate the following quote made famous by Jim McKay from ABC’s Wide World of Sports, “The thrill of victory and the agony of defeat.”

Those powerful words from Jim McKay were used to describe the human drama of athletic competition.  Whether you are a big sports fan or not, you can appreciate the real life drama of: Ali vs. Liston, the Olympics and Game 7 of the World Series.  The Thrill of Victory and the Agony of Defeat also beautifully describes what it means to be a sales-professional.

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I Screwed Up

I Screwed Up

As a sales coach I have always been super focused on giving my clients a specific system on how to take a deal from 1st Point of Contact to Close! Why are sales systems so important? Because sales can be a dynamic, fast paced and tricky dance and if you don’t have a system it can be like roller skates on ice.

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