10/29/08 - Have you ever worked really hard on a sale - put in a lot of time, money and resources - and they decided to do nothing or they bought from your competitor? When you look...

09/13/08 - Do you find that your prospects are focused on the price of your products and services and often pressure you to give them discounts? You've told your prospects in so...

08/19/08 - If you are selling to companies, chances are you are selling to multiple buyers. In some ways everything is the same when selling to multiple buyers as opposed to single ...

08/19/08 - If you are selling to companies, chances are you are selling to multiple buyers. In some ways everything is the same when selling to multiple buyers as opposed to single ...

06/16/08 - The majority of salespeople fall into the product trap when selling their products and services. Are you falling into this product trap too? You will know if you are ...

05/18/08 - Are you a knower when selling? When selling to a prospect do you assume that your products and services will solve their problem? Then, as soon as you can, you jump i...

04/16/08 - I'd like you to take a moment right now and, before you continue reading this article, decide whether you think selling is simple or complicated? Please now read on. ...

03/20/08 - Have you ever given a sales presentation and your prospect said thanks but no thanks? They didn't seem all that interested or even if they were interested, they didn't wa...

01/26/08 - Are you focusing on selling the wrong thing? If you are, you are not alone as the majority of salespeople focus on selling the wrong thing. In addition, senior executiv...

12/18/07 -

A lot of people think selling requires a lot of effort. The reality is that it is easy to waste time when selling and it is easy to make it a lot harder than it needs ...

11/16/07 - One of my sales coaching clients, let's call him John, emailed me the other week and said his revenue for the month had increased by 29% over the same time the previous y...

10/08/07 -

Just imagine for a moment that you have perfect sales skills. You know everything there is to know about selling and you know what to do in every sales situation. Now ...

09/14/07 -

Have you ever had a potential client ask you to write a proposal or give a presentation only to respond with "Thank you for doing this and we'll get back to you at som...

08/29/07 -

Do you know what your gap is? Why do you need to know what your gap is? What happens if there is no gap?

Your gap is what your business is all about. Your gap is e...

08/16/07 -

There are a lot of sales myths that not only diminish your chances of success, they also make selling more complicated and harder than necessary. Selling is, in fact, ...

07/05/07 -

Questions are the answer when selling. If you ask the right questions, your potential clients will sell themselves on your products or services. You will not have to s...

05/25/07 -

Are you applying the "So What Factor" every time you talk about your products and services? If you are passionate about what you do, it is very easy to fall into the t...

04/13/07 -

Manipulation is all about controlling others for your own advantage. As a professional you definitely don't want people thinking you are manipulating them into buying ...

03/13/07 -

Do you find yourself competing on price? Do you often talk to a prospect, think you have made the sale and then they decide to shop around and buy based on price?

...

02/27/07 -

There are a number of courses available that teach you how to mirror body language in others and how to understand and mirror people's styles. They suggest that if the...