Build Trust And Win New Business – The Value Of Trust, A Clients Perspective
One of the most challenging, if not the most difficult piece of the business development puzzle in a sale is - Trust. Trust today is truly the pivotal point of…
The Power Of Niche Marketing
The old adage "when everybody's your customer, nobody's your customer" is absolutely true and profoundly important. Only giant companies have the resources necessary to try and market a product to…
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…
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 MAP to More Sales – Part 3
In Part 1 of this series, I introduced you to a very simple formula that will lead to amazing, jaw-dropping sales results. In fact, by using the MAP you will…
The MAP to More Sales – Part 1
If you are like me you have probably read numerous books on selling strategies or attended one or more sales training programs and felt a little overwhelmed. For a lot…
Selling Experience, How Would You Describe Yours?
When most people, regardless of their profession, refer to their experience level they generally tell you how long they have been in a particular field. They will state that they…