Keep it Moving
Keep moving forward with your customers, one commitment at a time. As sales professionals, we all know the power of commitment. Getting the ...
. . . That is the Question!
Getting to the heart of your customer's needs At the end of the day, we all want to make our customers happy. We ...
Persistent + Consistent = Proactive Selling
If you are persistent, you will get it. If you are consistent, you will keep it. Like life, sales is a game of ...
Sell Like Ya Mean it!
While working recently on a new training segment about implementing sales skills, I found myself thinking a great deal about the power of intention. ...
Why I Didn’t Write a Sales Book First
When I made the exciting decision to launch Conversion-omics several folks told me this is a “crowded space” (meaning lots of people do ...
5 Tips for Handling Price Objections
We are all too familiar with this scenario: you've been working with a customer for awhile. They've been very interested, asking plenty of ...
Avoid the Feature Dump
SALES SUCCESS requires leading with the RIGHT QUESTIONS, rather than the WRONG ANSWERS . . . Imagine a dump truck backing into the ...
7 Things You Can Do RIGHT NOW to Improve Customer Interaction
As a sales professional, it can feel like many things are outside your control. You have to work within your customer’s time frame, ...
Lead the Sales Process with Confidence
"A leader is one who knows the way, goes the way, and shows the way." -John C. Maxwell When you're a sales professional, ...
Sales – Art or Science?
Life is made up of big questions. . . chicken or the egg? Super Man or Batman? Dog person or cat person? The ...
Make the Most of Team Meetings
To meet, or not to meet, that is the question . . . . Over the years I have coached sales teams as ...
Principle of Diminishing Intent
"The longer you wait to do something that you should do now, the greater the odds that you will never actually do it." ...
Information Parity
In his book, Business @ the Speed of Thought, Bill Gates said, "The internet is becoming the town square for the global village of tomorrow." The ...
The Learning Process
“We are governed by what we are accustomed to see and practice. The simplest and most obvious improvements are adopted with hesitation and ...
Top 5 Tips to Increase Productivity
It is so easy to develop a routine of coming into your office, checking your voice-mail and e-mail, and then having that decide ...