As sales professionals, we spend a great deal of our time leaving messages for colleagues, clients, and prospects yet the vast majority of salespeople have terrible telephone phone skills. Thirty+…
The best salespeople can sell anything to anybody. Can you? Are you aware of what all your customers and contacts are doing, and the big news and events in their…
A satisfied customer, they say, is a company's best advertisement. But advertising only works if people see it. So, how can you make sure you take advantage of your satisfied…
You will never make a sale if you never close the sale. Closing the sale means simply: Asking your prospect to take the necessary action to complete the sale transaction.…
True, not everyone wants to be reminded of the difficult challenges that may be confronting them, but by filling this role, a consultative seller will further enhance their credibility and…
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…
In this interview with David Starr, David shared a number of insights into why his racing team is so effective. He told me that trust is paramount, and that working…
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…