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 over you on the phone, get a pause by putting them on hold. Then you can regroup and gain control. Say, “Where were we? Oh, yeah. I was just going to ask you this.”
  • When you’ve really lost control of a call, hang up on yourself while you’re talking. It gives you a minute to take a breath and recollect. Then, call back and…

Socrates put it best: “Education is the kindling of a flame, not the filling of a vessel.” With that in mind, here are some wonderful books for finding and maintaining enlightenment, a never-ending quest for a truly meaningful life.


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 sake, let’s say your product is a big-screen TV the customer loves — but costs $100 more than your competition. Point out that they will probably have this product for five to eight years and that price difference breaks down to about a dollar a month. And note that while another store has it for less and you can drive 10 minutes down the road…

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. Think about the business, think about your staff, think about your next steps.

So many times I hear, “What? I don’t have two minutes, that’s the whole problem!”

A lot of people have never done this and most people don’t know how to even begin. Here’s an exercise to help you build that muscle:

  • Put down your…

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 you are providing useful information. Consider this study by the Rain Group, which found that 82% of buyers accept meetings with sellers who reach out to them; 71% of buyers want to hear from sellers when they are looking for new ideas to drive stronger business results; and 62% of buyers want to hear from sellers when they are actively looking for a solution to solve a problem.

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 down one reason you would fire yourself. Identify that certain characteristic that isn’t working or helping you get to where you want to be.
  • Then write one reason, and one characteristic, why you’re going to re-hire yourself.
  • Now take it further and write down all of the reasons you would fire yourself, and all the reasons you’d hire yourself back. …

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 notion that branding is expensive or just for big corporations. Social media is the great equalizer, and here’s how to use it to cement your brand:

  • Double down on your content. Be of service, be of value, be content-rich, and give it all away. If needed, hire writers or editors to help generate content.
  • Don’t get hung up on how many “likes” and…

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 charitable galas where we could see and be seen.

As a result, people are feeling isolated and starved for information. This is the perfect time for you to become the consistent, trusted advisor your clients crave and need. How?

  • Call, call, call. Let your clients know you are here for them.
  • Say, “Let me share with you some of the things I am hearing.” Have a few pertinent facts…

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 and then down to the month.

How? Look at everything from a quantitative standpoint:

  • Remember that every single thing you do, positive or negative, compounds consistently over time. So, execution is number one.
  • What are the top three specific and measurable things you must do every single day?
  • Set your calendar in blocks of 15, 20 and 30 minutes.
  • Determine your top three metrics —…

When it comes to managing employees remotely, out of sight is not out of mind. Here are some tips to keep things going smoothly in our virtual offices:

  • Set clear expectations with measurable daily and/or weekly goals for your employees. Keep everyone accountable with five-minute Zoom huddles.
  • Leave Zoom (or whatever collaboration service you’re using) open so anyone can hop on and ask a question — and get a quick answer.
  • Follow up often with your team, but don’t micromanage. Rather than demand, “What did you do all day?” say, “Is there anything you need from me?” …

Jon Wengrow Dwoskin

I help successful business people get unstuck and grow their business as a business coach, speaker, podcaster and author of my book, The Think Big Movement.

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