Shortcuts to the Decision Maker
Every seller knows it can take as many as nine phone calls and emails to finally get the attention of a busy business owner or executive. While this persistence can…
The Safety of NASCAR
There are many reasons NASCAR is so popular: the speed, the sparks, the occasional crash as cars collide with the walls or with each other. Nevertheless, over my years with…
Closing – No Tricks Required
So you are hoping for a magic trick to closing? Wouldn't it be so much easier if we could just utter a special phrase that would make our prospects suddenly…
5 Ways to Handle the “No Budget” Objection
It's no surprise that the biggest objection you're facing in today's economy is the "no budget" objection. Now, does this mean that companies aren't buying anything? Of course not! Think…
Sales Questioning Techniques and How to Use Them to Close a Sale
Do you use effective questioning techniques that discover the buyer's needs, wants, and desires, or do your customers feel bullied and interrogated? Can you get buyers talking freely, or do…
What Causes a Sales Slump?
It is so embarrassing. But, it happens to everyone eventually. Most of us do not like to talk about it. Just admitting it seems like an admission of failure. What…
Are People More Inclined to Buy From Someone They Like?
On the face of it, the strongest solution should always win the new business, regardless of how much the client likes you. However, it's commonly accepted that personality factors can…
5 Checks to Increase Your Sales Success
No matter how ready you are to sell something you can't sell anyone anything they don't want. You can say all the right things yet walk away without a sale…
Qualify, Why it is So Important to Your Success!
Generally speaking, your best clients are already using your product or service. Would you try and sell somebody who is a vegetarian, hamburger? Would you try and sell someone who…
Proposal Writing – How to Get Your Proposals to Sell For You
Proposal Writing becomes easier, more powerful, and more profitable when you follow some easy tips your English teacher never told you. REDEFINE YOUR UNDERSTANDING OF A TOPIC SENTENCE Your Topic…