08/02/10 - As a professional salesperson, you often find yourself, whether in your personal or professional life, on the other end of a sales pitch. When that sales pitch is deliver...

07/15/10 - One of the simplest ways to increase your productivity as a salesperson is to tune into your buyer's point of view. When you are in tune with your buyer you have empathy....

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 - Your Foundation for Success Relationship Selling is the core of all modern selling strategies. Your ability to develop and maintain long-term customer relationshi...

05/25/10 - What I Learned From A Successful Small Business Owner About Sales Yesterday I stopped in a large Fortune 500 retail chain to make a small purchase. As I was checking o...

04/01/10 - Disagreements happen. You can't always get your way. Everyone has an opinion. There are two sides to every argument. When you're dealing with family or friends, y...

03/29/10 - The customer's perception of you and your company is his reality and determines his buying behavior with you. The way your customer thinks about you, talks about you, and...

03/21/10 - The purpose of the selling process is to convince customers that they will be better off with the product or service than they would be with the money necessary to buy th...

01/19/10 - The customer who won't give you eye contact when asking for a price concession is not serious about their request. Nothing speaks more than the eyes. When I'm with pro...

12/27/09 - You are your own brand, with your own equity. What are you doing to build and promote it? One of the first things any salesperson learns when they start their sales ca...

11/18/09 - Talk about getting the answers you need-I recently wrote in this column about the best way to ask questions to get the most out of answers. It triggered several responses...

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...

08/26/09 - The prospect on the other end of the line was very interested. They were no different than some of the others. I suggested that I would put some pricing and information t...

08/26/09 - One key to becoming a great conversationalist is to pause before replying. A short pause, of three to five seconds, is a very classy thing to do in a conversation. When y...

07/29/09 - All the top salespeople ask good questions and listen carefully to the answers. One of the most important skills of listening is simply to pause before replying. When the...

07/27/09 - LinkedIn is the true business-to-business social networking leader. This platform has achieved incredible growth without becoming just a fad; it's rather a tool that prov...

07/27/09 - Email is now the preferred prospecting tool, far surpassing the phone to the relief of many sellers who hate cold calling. Yet it hasn't necessarily made prospecting any ...

07/13/09 - If you're like I was, you believe email should be answered after hours when you're not on the phone or in customer meetings. That's how I handle client proposals. They ca...

07/13/09 - If you're like I was, you believe email should be answered after hours when you're not on the phone or in customer meetings. That's how I handle client proposals. They ca...

07/13/09 - Email is so much easier to use for prospecting than the phone. You can write it at any time day or night. You don't have to worry about being hung up on and you won't cat...