05/25/10 - One of the current buzz phrases in sales and marketing is "exceeding the client's expectations." This is a laudable goal, but one that is seldom met. And then to top it...

05/25/10 - Selling is not so much about the features of our products or services--or even the benefits the customer receives. Rather, it is about our relationship with the customer...

05/25/10 - What are you doing with those prospects that are in your database that aren't ready to purchase yet? Are you in the process of establishing trust and good will-or are yo...

06/29/08 - Have you ever had hot prospects who suddenly stopped returning your call? Then you know how disconcerting it can be - especially when they'd expressed so much interest in...

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...

04/21/08 - How many sales opportunities have you lost to competitors who seemed to have the inside track? It's likely the buyer purchased from their Emotional Favourite, sometimes ...

03/19/08 - One way to consistently "attract" business is through passive-aggressive communication techniques. Using these skills further advances intimacy with your clients and keep...

03/06/08 - How many of us scratch our heads when the voice mails we leave for prospects aren't returned and our emails to them are ignored? We take time to craft an effective, persu...

02/25/08 - Every once and a while, a sales rep, on a follow-up call with me will say, "So how's the barbeque cooking team doing?" "Keeping that golf game sharp?" "Your kids d...

01/29/08 - In his book Frames of Mind, Dr. Howard Gardner made the revolutionary statement that individuals possess several forms of intelligence. He concluded that we are all intel...

01/22/08 - (1) Make sure that you ask all of the right questions so that you truly understand your prospect's needs. Don't assume that you know what your customer wants or that the...

01/22/08 - My Customer is Ticking Me Off! That was the recent comment I heard from a seasoned sales professional. He then described the customer's controlling nature including ho...

01/22/08 - More than just physical contact, a handshake conveys a wealth of psychological information. We walk away from a handshake saying things like, "You know, I just felt r...

01/21/08 - Virtually everyone wants a quick, easy solution that will help them increase their sales. Fortunately, in all but a few situations, this is not an impossible task. The ke...

01/20/08 - To maintain profitable, long-term relationships, the best sales people make a habit of checking up on all their existing business relationships on a regular basis, to ens...

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 ...

12/03/06 - If you find the hidden treasure when you are talking to a potential client, you will dramatically increase your chances of gaining a client. What on earth do I mean by th...

12/01/06 -

I am constantly amazed at the number of salespeople who never take notes during or after the...

11/23/06 - If you are a regular visitor to my blog you will know that recently, we have been developing a new leadership suite of programmes and this has led me to further investiga...

08/30/06 - If you're working hard, but aren't consistently generating enough sales and getting referrals, chances are it's a matter of trust. One of the most critically important an...