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...

An upset customer is every sales person’s worst scenario, but have you ever considered how placating that angry individual could become an...

Do you consider yourself a person with “too much to do, and not enough time to do it?” If so, here are some fundamentals of time management for you...

You try and try to get a potential client you know needs you to call back, or email, or whatever. Check out this story and couple tips to convert...

Is virtual sales the future? The most outgoing professionals in business, salespeople, are now required to stay home due to pandemic quarantines. As...

Understanding your customer’s goals is critical to success in sales. If you don't know what the customers goals or needs are, you may be left...

Making prospective calls is always an important part of a sales reps’ agenda, but sometimes prospecting doesn't take as high of a priority as it...

Have you found yourself frustrated by customers who seem to be shopping for the lowest price?  Does the term “bottom feeder” sometimes feel...

One of my best salespersons recently approached me in frustration, saying, “I’m spending too much effort on things that don’t really matter and not...

A sales rep new to our company attended an intensive training program given by one of our primary vendors. He was very excited about what he had...