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The author's experience during and after a sales call reminds him of lessons learned in church. Read More

We hear it all the time, “You have have to build value.” Ok— I get that— but how? Most people think that building value is dependent upon statements the sales person makes. Strategic word tracks and value based concepts are important coming from the seller, but what if we could get these value building ideas coming from the buyer... Read More

Your appearance doesn't matter when selling over the phone. The only important factors are your voice and how you talk. But when speaking to a prospect over the phone, there are some important things to watch out for.“One of the biggest mistakes that salespeople make when speaking to clients is talking too fast,” says Julian Blee, owner of Fat Cat Read More

Not everyone can bring an unconventional view to sales, but for those who can think differently, see things differently, not only are there more rewards, but more fun executing the sale. Read More

As the landscape of business changes, what does the future hold for the professional salesmen? Will they need to change with the times? Read More

Sales people need to embrace the power of 'nothing', instead of jumping to answer everything, they need to consider if 'nothing' would be a better alternative! Read More

Prospects can smell desperation 10 miles away, and it causes them to run the other way. So how can you avoid despeartion in your sales process? Simple: ask yourself "Why?" Read More

What is the biggest challenge you are currently facing when you are cold calling and prospecting over the phone? Starting RIGHT NOW, I'm running a contest to help YOU improve your cold calling strategies and tactics! Read More

Need a little motivation? Well, better get your butt in motion! Read More