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Dear Sales Dude: I just wanted to get back to you about that proposal you gave me. I just have two teeny things to discuss with you... Read More

Modern customers expect a good deal in every buying relationship they enter into. That goes without saying. What they really want to know is how fun it is to do business with you. Read More

Selling is a profession of immediacy. Commission salespeople get paid for what they sell today. The presence of weekly, monthly, and yearly sales goals stresses the need for immediacy. Given all the attention on the “What have you sold for me lately” mentality of Read More

Salons and stylists don't just sell services. They sell products. While some resist the sale of products, others in the profession embrace it and add to their income in the process. Read More

In this free teleseminar we will not only answers these fundamental questions and eliminate cold calling altogether, we will also show you a set of tools that creates the ability to appear in front of a customer with precise knowledge of the customer’s needs - at exactly the time (or even before) the needs are realized by the customer.

By learning where to find and how to use trigger events, c Read More

There is a lot of talk about Sales 2.0, Web 2.0, even Buyer 2.0. Is it real or just more labelling or marketing hype. While many Sales 2.0 tools are great for working with active prospects and clients, they seem to lack the ability to initiate engagement, they are much better suited to moving things along. Read More

A short piece on the idea that you cannot make people do anything. If you are not getting what you want, you need to alter your behaviors to alter theirs. To succeed in sales, altering your behavior requires resourcefulness and creativity. Read More

Why developing increased wallet share from your existing clients should top your 2010 sales agenda. Includes five reasons why wallet share is easier to develop than a new client, and a short how-to section. Read More

A short article on why people fail. And why they succeed. It is predominately the result of what they believe. You have to choose every day, and you have to choose wisely. Read More