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Closing is never the real problem. The managers are reacting to a sales person's inability to win deals and get business, but it's never really about closing. Deals really aren't won or lost based on our slick closing skills or great technique, they are won and lost much earlier. Read More

Here is Part 4 of a 5 part interview with Steve Schiffman the author of the 25 Toughest Sales Objections and How To Overcome them. Read More

I'm your independent insurance agent. I have access to 30 insurance carriers, each with their own taste for risk. I know where these carries succeed and I know where they fail. I don't have an allegiance to any one carrier, my allegiance is to YOU. My client... Read More

Yesterday I had the most interesting conversation with one of my customers that I coach. She told me that she formerly had the notion that selling was about learning the absolute perfect words, a kind of script, to go through a sales presentation and that this inevitably would lead to a sale. So if Read More

Selling by the numbers is a sure way to deliver sales results for your business. Providing real numbers will promote confidence from your clients. Read More

It distresses me, but too often I encounter people with entitlement attitudes. They express this in various ways, I work really hard, why don't I get the promotion? I put in a lot of effort on this proposal, why didn't I get the deal? I've worked for this company for years, why are they treating me Read More

It’s okay if not everyone buys your product or agrees with your idea. Kevin Kelly suggested that many artists need only 1000 true fans to be able to make a living. The same is true about your work. America is a big place, and not everyone is going to appreciate what you make. Instead, use social me Read More

With the economy still uncertain and fears of a double-dip recession rearing their heads, many small business owners may be rethinking their prices. Is it time to cut your prices even more or offer additional deals and discounts? Or can your business not bear any further price-slashing?
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Here is Part 2 of a 5 part interview with Steve Schiffman the author of the 25 Toughest Sales Objections and How To Overcome them. Read More