A week ago, I asked my son, Mark, where the recording went that I referenced in this blog post. He replied that he didn't know, but that this was his latest work on the subject. Please don't think that I'm a bad father. I know that thousands of people had already watched the video and a whole bunch were there to watch it live, but I hadn't watched it. So, I did.

What???

Three stories about a neighbor, a prospect and 9/11.

Got an email from a Sales VP saying that he was going to pause recruiting to fix churn.

Sound familiar?

I read an article that quoted, "In August, the national unemployment rate remained near a 50-year low at 3.7 percent". 96.3% of Americans are working? No wonder it's so hard to find decent salespeople!

OK. So, maybe I'm not too old to:

• learn from someone younger?
• try something new?
• have a greater impact?

My most popular download of all time is My 100 Best Sales Questions. If you don't already have your copy, I'll include a link at the bottom of the page. Right now, let's look at the problem at hand. How can we get our salespeople to ask the right question at the right time? You can do it while coaching 1:1 or in one to many training.

“If you always do what you’ve always done, you’ll always get what you’ve always got.”

― Henry Ford

You may also have heard that Einstein said “Insanity is doing the same thing over and over and expecting different results.”

You may have heard something similar from Tony Robbins, Mark Twain and now me.

Why am I writing about this today? Three reasons...

Yesterday, I sent this email to a client.

I wrote and published this in August, but updated it to republish 11/7.