07/09/10 - It's been said that salespeople don't plan to fail, they simple fail to plan! How much time do you currently spend preparing for your client appointments? If you're hones...

06/24/10 - Warning: The information you are about to read will dramatically change the way you see yourself and how you relate to other people! In his book, Men are from Mars, Wo...

06/08/10 - Are you the type of individual who values sincere feedback and welcomes constructive criticism from customers, associates, and family members? Sometimes getting feedback ...

06/01/10 - Successful salespeople understand that making the sale has much more to do with developing trust and rapport than it does with issues of lowest price, highest quality or ...

05/23/10 - Architects and structural engineers get paid big bucks to design buildings strong enough to withstand the damaging impact brought on by Mother Nature's fury. Architects u...

05/09/10 - Have you noticed that when a sports team wins a championship game, both the players and the coaches talk in terms of a "team victory" and appear to truly enjoy sharing th...

04/21/10 - From luxury automobiles to high-tech electronics, the phrase "made in Japan" is synonymous with quality and reliability. The Japanese have a well-deserved reputation for ...

01/19/10 - Have you ever wondered why you seem to hit it off right away with some customers, while with others it's more like oil and water? That's because we respond intuitively to...

12/10/09 - The person who coined the phrase "time is money," must have been a sales rep paid on commission. In the selling profession, the old clich￩ rings true, if you are not talk...

11/27/09 - I can think of no other profession that's as closely associated with the term rejection as a career in sales. You might say that rejection is as natural to a salesperson ...

11/18/09 - One of the most critical, yet overlooked principles in the selling process, is the power of self-discovery through customer involvement. Regrettably, many salespeople use...

11/02/09 - Biography is one of my favorite TV shows because it pays tribute to the accomplishments of well-known, successful men and women. I gain insight and inspiration from their...

11/02/09 - Which do you think would be harder to train, a cat or a salesperson? Seriously, which one would you pick? While it's true that cats have a well-deserved reputation for be...

10/14/09 - Some people can't tell a lie, others can't tell the truth and unfortunately, most people can't tell the difference. Can you tell when someone is pulling the wool over you...

08/17/09 - The most successful companies place great value on developing lifetime relationships with their customers. In today's competitive marketplace, they are aware that their c...

07/29/09 - In 1957, Earl Nightingale, speaker, author and co founder of the Nightingale-Conant Corporation, recorded his classic motivational record "The Strangest Secret." "The Str...

07/07/09 - Yes, there is magic in positive thinking! In aviation, the word attitude means the angle at which the plane meets the wind, whether the wings are level with the horizon, ...

06/18/09 - Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same...

06/12/09 - Essentially a sales manager's primary responsibility is to recruit, train and motivate his or her sales force to achieve peak performance. Of these three vitally importan...

01/07/09 - I am frequently asked what I think the single most important factor is in determining the success or failure of a salesperson. My response is often met with surprise, ...