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This is some very helpful stuff for males who wear pants and sell. Some females may find it helpful, too. Read More

I loved playing baseball as a kid. I'd take my book about pitching outside with me and pitch for endless hours to my younger brother (probably my earliest experiencing in selling was learning how to "sell" my brother on being catcher to my pitches even after he wanted to quit). Read More

November is the beginning of dining table season. Dining table customers will be visiting furniture stores to select a new table and chairs. As families' plans solidify for Thanksgiving, Christmas, and New Years Day (and other holidays, too), some start dreaming if a Read More

In sales and in business, it is sometimes (often) helpful to get noticed and get remembered. What have you done to get noticed and remembered? What has your retail store or company done to do likewise? Read More

Here's what your employees have been thinking. Read More

Much has been written about why customers buy. There are theories about timing, about making sure you're in front of the right prospects, about the role of trust... But not as much has been written about why customers don't buy. Read More

"I can get the same thing for only $13,000 and your price is $18,000." Hearing something like that from a prospect stops many salespeople right in their tracks. Having no better way to handle that statement, some settle for spewing sales babble such a Read More

Sending out your newsletter and your direct marketing pieces is marketing. Putting your picture on the bench at the bus stop is marketing. Sending out letters of introduction in a target neighborhood is marketing. Dropping off refrigerator magnets with your phone number is marketing. But talking to a prospect at an open house is selling. Cold call Read More

XYZ Corporation, a fast growing small business, spent five nmonths and several thousand dollars preparing their new employee manual. It includes policies and procedures for all employees. That was four years ago. In that four years, the company has Read More

Just as savoring the various dishes of a fine meal rewards you with a sublime gastronomic experience, savoring the steps of the selling process provides you and your customer with a sublime selling/buying experience. Read More