Latest "Ray’s Rules" Posts

FULL DISCLOSURE:  I will be the first to admit that I let that book about “12 Habits of People Who Have More Money Than You” sit on the shelf for far too long.  Telling myself “I’ll get to it next week.”  Or the flood of my monthly subscriptions of Success Magazine, Speaker Magazine, Entrepreneur, and […]

Emotional intelligence, leadership, and football. It was week 17 last week in the NFL, and the College football national championship is right around the corner.  Which usually means it’s evaluation time for many coaches.  By evaluation I mean the chopping block.  In the NFL it’s even called “Black Monday” because of the inevitable firings that […]

Today we have a Ray’s Rule that comes up nearly every time we train a group of sales people.  The Sales Funnel® can feel like a long process.  It’s 16 steps, we usually train for 3 days and don’t cover everything, and we do a lot of role playing.  What most people don’t realize was […]

Here is a somewhat lighthearted Ray’s Rule today.  We are here training a group of salespeople right now, and as you look around the room you can’t help but see who is highly engaged, and who is *ahem* not.  We’re all guilty of it at some point, so click here  Wherever You Are, Be There for […]

When we refer to the Research Phase in our sales process we are referring to your initial sales calls.  Possibly your first 1 or 2 meetings with the prospect.  If you’re having trouble “closing” you are most likely making big mistakes (like this one) during the Research Phase.  Click here  No PUKING during the Research […]

Here is the latest segment from Ray’s Rules for Sales Success.  Click HERE>> Conditional Concessions Feel free to ask any questions in the comments. ALSO, we have launched our new Sales Funnel Online University.  Click here for more info:    

Ray’s Rules Pull The Trigger Recently, I have made two mistakes that have cost me dearly and I want to share with you my pain, in hopes that you can avoid a similar fate. I was in a big poker tournament where first prize was over $500,000!!! I planned a strategy to bluff an opponent […]

What is your EQ? Have you ever wondered why some people are more successful than others? Have you ever wondered why someone that you hired that had all the attributes for success, failed to do the job? Have you ever wondered why some people are not as smart as you but are more successful than […]

If the prospect defines the problem, then low bid is the only way to win. Stop chasing deals you can’t win. The word BID stands for Be In Doubt about quality. Low bid almost always assures lowest quality. When the client defines the problem, they believe they know everything they need to know about the […]