by Marc Mawhinney | Dec 15, 2019 | Blog
Here’s a crazy statistic that I learned from Tiji Thomas. In a recent conversation, he told me that studies have found that when two people are talking, 45% of the time the person who’s supposed to be listening isn’t actually doing it (they’re instead...
by Marc Mawhinney | Dec 14, 2019 | Blog
When entrepreneurs look to improve their sales skills, most spend a lot of time on overcoming objections. They twist themselves into pretzels trying to memorize different scripts that they can whip out of their back pockets when objections to a sale arises: “I...
by Marc Mawhinney | Dec 13, 2019 | Blog
One of the best sales speeches in movie history came from Alec Baldwin’s character, Blake, in “Glengarry Glen Ross”. Sure, it was a bit harsh to the small group of real estate agents that he delivered it to … Blake demands that one agent put his...
by Marc Mawhinney | Dec 12, 2019 | Blog
Coaches have to sell to help. The challenge is a lot of them associate the word “sell” with high-pressure, used-car salesman tricks. So they hold back, and don’t get many clients as a result. If you don’t feel good about selling, it’s...
by Marc Mawhinney | Dec 11, 2019 | Blog
I was once out of town with friends at a popular sports bar that’s known for having great wings. When we got our menus, there must have been hundreds of choices for wing sauce. The menu was thicker than The Bible! My friends took a long time combing through the...
