Selling


Teen group of friends with smartphones at park. Millennials best friends using mobile phones, addicted to technology and social media. Lifestyle and friendship concepts

Selling to Millennials

Selling to Millennials

Selling to Millennials can make you a better sales person.  There I said it.  And I want you to read it as the compliment it is intended to be.  It is a generation that has often been maligned by Boomers and Gen X.  I have to confess to some of that criticism myself.

I think every generation thinks they are better than the generations that follow.  That plus a lack of understanding can attribute to cross-generational jabs.  Now as a sales trainer and coach many of my clients are Boomers and Gen Xers.  These same Boomers and Gen Xers are now encountering more and more Millennials in the workforce and as customers.  According to the Pew Research Center, Millennials became the largest generation in the US Labor Force in 2016.

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Phil Capell and Tim Healy Discuss Sales Training

Phil Capell and Tim Healy Discuss Sales Training

Sales. Whether you are new to the profession, or you are a seasoned veteran, there is always something to learn. But how do you go about sales training without risking too much? (more…)


How to Handle Rejection: Jeannie Moon 

How to Handle Rejection: Jeannie Moon 

Rejection is just a part of life. From aspiring entrepreneurs to sales professionals and everyone in between, we all have to hear the word “no.” How can you continue on without letting rejection crush your dreams? My guest today is here to tell a story of how a rejection letter paved the way for a successful career. Her story is a unique one, and can help you learn how to handle rejection in business and in life.  (more…)


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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