Getting Referrals Proactively
When your best clients talk to other people about you, what do they say? If you're focused on getting referrals you'll need a good answer to this. And you'll need
STOP: Just Because We Can, Doesn’t Mean We Should
One of the most important lessons I've ever learned in business is that just because we can do something -- either well or poorly -- doesn't mean we should do
Persistence in Sales Can Be Deadly
Persistence in sales can be a valuable trait, but only when we're doing the right things. When we're doing the wrong things, persistence can be harmful, detrimental or even deadly. One afternoon
Can You Create a Need for Your Products and Services?
Most experienced salespeople are at least somewhat familiar with the idea of selling to a client's needs. So how do you create a need when a prospect doesn't already feel
Create a Positive Buying Experience
I had a buying experience or two recently that left me feeling frustrated, annoyed and kind of sad. It was frustrating that people could be so blasé about business. And
How to Be Confident in Sales
Some salespeople in our industry are very good at what they do, but they don't get to do enough of it. They don't get to sell as much as they
Leading Prospects Off of Social Media
As a professional in our industry, you probably differentiate between your online and offline activities. You may further differentiate between your personal online activities and your business online activities. Or
The Antidote to Talking, Thinking and Worrying about Selling
Some people in our industry spend so much time talking about selling, thinking about selling and worrying about selling, that they rarely find the time to actually sell! The best salespeople
Desire + Discipline = Success
Success requires self-discipline. Every day in our lives, there are things we must do. Sometimes we feel like doing those things and sometimes we don't. But one thing is certain.