One question I am frequently asked by young professionals is how to make their hours of hard work count toward career advancement? Many feel they...

A rep came to me with the news that he was finally making headway with a prospect, but had trouble with them making the commitment. His new contact...

Stalled conversations One of my reps was finding it difficult to engage his prospects and build the relationship.  Seeking my counsel he explained,...

Self-esteem can be a bit of a misnomer as it often does not come entirely from within. The process of building self-confidence requires the support...

Stay Flexible with your Service Channels I recently went to the hardware store to purchase some plumbing supplies for a home project. I was delayed...

Now that I am no longer a Vice President at a well-established welding and gas distributor, I find it interesting to note how some people treat me...

A sales rep came to me excited but concerned about a potentially large sale. He relayed:  “I have a new account that has a perfect application...

Selling is about developing trust that evolves into long-term personal relationships.  I find it most difficult to get past the initial...

Stay Positive and Busy I recently received a call from a successful and highly skilled sales executive. I had watched him grow his base of quality...

I was working with a rep in a new market, one that we had been developing for only a couple of years.  A customer that we had picked up early...

I received an email from an engineer inquiring about my seminar, “Speaking with Confidence.” He told me he had to give a five-minute presentation to...

I was recently asked to join a rep in a meeting to advise on price with a customer to close a very large sale, potentially our largest of the year....

I was concerned that my salesperson wasn’t fully committed to building relationships of trust with his customers before trying to sell them our...

Presenting your solution to a customer’s problem before securing their commitment can have negative consequences. Be sure you don’t become the...

Are you often excited to make a sales call because you know you have a product or service that your prospective customer desperately needs? ...

I remember when your word was your bond and was all that was needed to form an agreement. In the last 20 years, however, verbal contracts have all...

When I retired in November of 2018, I knew I wanted to continue to chase my other passions: writing, public speaking, and consulting. When I...

Our company has a great motto: “Do what you say you are going to do, how you say you are going to do it, when you say you are going to do it, no...

I was traveling with one of our sales representatives when he informed me that we needed to stop at an account and pick up their annual bid request....

My wife had recently noted that our bed was beginning to have two distinct sags, and so on my lunch break I stopped in a mattress store.  A...

How important is perspective to your success in sales? Consider this. A shoe salesman finds himself on a remote island among a tribe of people who...