Are Salespeople Asking Prospects the Wrong Questions?
July 01, 2009, 5:25 AM
"Are salespeople asking their prospects the wrong questions?" The answer to this question? Well, it’s actually yes and no. Yes, many salespeople are asking good questions that help uncover whether or not the prospect is a fit for the product ...

Before You Qualify Prospects Using Better Questions, First Make the Questions Fit For You
June 26, 2009, 10:15 AM
Looking for the ultimate fix and perfectly flawless solution quickly becomes a diversionary tactic and justification of your current performance, as well as an excuse why you do not have to change you ways or try something new.There are very ...

My Blog Voted Top 100 Blogs to Boost Your Sales Skills
June 26, 2009, 9:35 AM
"Top 100 Blogs to Boost Your Sales Skills." Looks like my blog has been included in this list.

When and How to Ask for Referrals
June 25, 2009, 3:45 PM
To complement my last blog where I shared some valuable tips on how to generate more referrals, I felt we needed to get even more tactical by revisiting the positioning, language and the dialogue you need to be mindful of ...

Tony Alessandra Week on CanDoGo - Generate More Referrals
June 25, 2009, 3:40 PM
Here's one tip in particular I felt was so relevant during a time where customer retention and acquisition is top of mind for all companies and salespeople. Here are some best practices when it comes to asking for referrals.

The Seven Types of Prospectors -- Get Your Copy of This E-Book for Free Today
June 17, 2009, 9:00 PM
What kind of prospector are you? Although developing a unique, personalized approach to prospecting is encouraged, there are some pitfalls to be aware of and some communication styles to abandon that you may not even be aware of which will ...

My Meeting with Zig Ziglar – A Timeless Message Regarding the True Definition of Success and How to Achieve It
June 11, 2009, 5:20 PM
I had the distinct pleasure last week of sitting down and meeting with the master of selling and personal development, the often imitated but never duplicated, Zig Ziglar."Wow! What an amazing experience. What did he teach you that was new?" ...

My Afternoon with Zig Ziglar
June 11, 2009, 8:30 AM
Here's one of the photos that was taken at Ziglar headquarters in Plano, Texas in the studio after my conversation with Zig last week that I'm fortunate to say we captured on video. So, keep your eyes out for those ...

PODCAST: Benchmark Best Sales Practices to Achieve Your Sales Goals
June 08, 2009, 11:00 AM
Sure, you can ask your prospects the more generic questions about the current products, services, solutions and venders they currently use. But what about the questions that facilitate a buying decision; the tougher questions that help you better understand if ...

PODCAST: Want Full Accountability Within Your Team? Coaching People to Become More Accountable
June 08, 2009, 7:00 AM
In this podcast, I’ll share with you the steps you can take to coach people to become more accountable around their job and their goals, and the questions you can use to achieve this critical objective. (Oh, and did I ...