Unlock Your Prospect’s Mind From The Inside
A prospect's mind is an intimate place where something we call "The Inner Score Keeping System" dwells. Simply put, it's a fundamental model that you can use as a metaphor…
I Was Thinking Of You
I was thinking of you... It sounds like a greeting card, doesn't it? And why shouldn't it? Is there any prohibition against starting a sales conversation with these or similar words?…
Are You Doing What It Takes To Win More Sales?
What does it take to be a WINNER during these challenging times? Do you really know what it takes to win more sales? It takes... Uniqueness. Being boring, bland, and…
Sales Success Tip – The Customer is Not Always Right
We've heard it all our lives. Even before we got into sales. Even as youngsters growing up, we heard it. "The customer is always right." Well, I'm about to tell…
Sales Success Tip – You MUST Know the Answer to This Question
Most sales professionals know that one of the secrets to successful sales is asking good questions. Many times, however, the most important question is the question you must ask of…
Building Business Relationships
So many salespeople go into selling without understanding the fundamentals and how they are to be used to build business relationships. Often, the hard sell strategies end up doing just…
Creating Urgency – Use These Three Powerful Emotions To Close The Deal On The Day!
It is of utmost importance to try to gather as much information about your clients before you meet them for the first time. If you have some idea of the…
Set the Proper Pace of Your Sales Cycle with this Important Tool
The higher the rate of speed at which a salesperson moves through the sales cycle, regardless of the reason, the greater the total negative effect on his or her overall…
How to Use Five Core Strengths to Win Business
Today we look more closely at five core strengths and how they can be put to good use in your sales strategy. Strengths generally fall into one of five categories,…
Master The Art of Listening
Listening is one of the most underdeveloped skills in sales and entrepreneurship. When I say listening, I mean really listening. Most people in America are what I call average listeners.…