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What makes a selling process work? The strategy behind it. And by definition, strategy is not random. So why are some salespeople so random in their approach to selling? Read More

Cultural differences usually create negative reactions. When we do not understand these differences, they become trust and credibility barriers and can even end sales discussions. Everyone prefers to do business with people they like. Here are the two sides you need to look at. Read More

Here are ways to find out if a salesperson is suffering from PTSD, post traumatic SALES disorder. Read More

A key sales best practice is thorough preparation. In international sales there are additional reasons why preparation is critical. These reasons are because of cross-cultural differences and the extra explanations you need to make. Read More

Used properly and consistently, client meeting agendas can both minimize risk and improve the flow of a sale. Read More

We've all known people who showed some of these signs; and they probably shouldn't have been in the sales profession. Read More

When cross-cultural challenges effect international sales, remember that we all respond to stories. When prospective clients hear a story where they can identify themselves, this usually brings questions to the surface and opens the dialog. Read More

I hate it when this happens. Read More

I've been thinking a lot about how the economy— summer time— and various other challenges have been affecting sales people and their attitude lately. It seems like decision makers are either already on vacation, or they are overwhelmed with completing projects just before going on vacation. Then there are those who are just plain dragging their Read More