Mind-Reading – For Salespeople
Would you find it easier to get a sale if you could read your customer's mind? Assuming you said yes, here's how to do it. Ask the right questions and…
The Recipe for Overcoming All Objections
My wife is a great cook. When she makes one of her specialty cakes from scratch it is a wonderful dining event. My Cake: I tried to make a box…
Successful Selling, It’s a Lot Like Playing “Texas Hold’em”
"Texas Hold'em" has gained a large following. A countless number of people, young and old are playing it. Only the true elite are really making the top money. They earn…
Handling Sales Objections
The ability to effectively handle objections is without doubt the single biggest factor in getting prospects to buy. An objection is first and foremost an indication that at some level…
Tools for Success, Surveying Your Customers
Master salespeople are always looking for a performance edge. One of the tools that they employ is surveying their client base, especially shortly after a sale is completed. National companies…
Know What You Are Selling
When you begin a cold call campaign, or walk into your prospect's office, or otherwise approach a potential customer, are you always entirely sure of your objectives? A glowing presentation…
Selling Too Quickly Can Cost Referral Business – Speed Kills
In a time when more and more people are seeking instant gratification and seem to have less and less time and patience, many salespeople are trying to rush their sale…
Preparation in Sales
The adage 'If you fail to prepare, then you should prepare to fail' rings true in sales and in all other professions. Many sales professionals expect to surpass sales quotas…
The Horn – Road to the Race – Memories of Texas Motor Speedway
In this episode of The Horn Presents Road to the Race, David recounts memories of times at Texas Motor Speedway, including driving at 190 mph with a flapping windshield tear-off,…
The History of the Daytona International Speedway
Daytona Beach became the “Birthplace of Speed '' in the early 1900s after two men argued about who had the fastest horse carriage. These two men decided to race on…