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How to Create Urgency With Your Buyers

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In today’s selling environment, creating a sense of urgency in buyers seems to be rising to the top of the list for the top-selling professionals.
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They Don’t Trust You for the Same Reason You Don’t Trust Them

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If you have ever started a new business relationship with a manufacturer or vendor, you know the drill. At first, you both meet to do your best to "sell" yourself to the other person.

The Double Standard in Sales…

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The door slammed harder than normal which usually meant one of two things. She was mad about something that happened at work today, or she was excited about something that happened.
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Is Your Follow-up Too Passive or Too Aggressive?

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As the sales manager asked this question to his team, he could feel the mood in the conference room shift.
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What Does Your Company Do?

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What is it that your company does, anyway? Bet you get the answer wrong!
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Convince vs. Discover: The Path to True Sales Professionalism

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You might have heard this before and it’s probably true about you too…"People love to buy, they hate to be sold!"
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Which Brain are You Using Today?

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Did you know that there are at least two brain types that each of us have? There is an Animal Brain and there is a Human Brain.
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Selling to your Audience

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As we start a new year, 87 percent of adults will have at least one New Year’s resolution. By the end of January, only half of those that started it will continue into February. I love that statistic for a couple of reasons.
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You Will Never Believe Who I Ran Into!

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Recently, I was sitting at a restaurant waiting for my meal to come when I overheard your client talking to one of their friends about your last visit.