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Books and articles admonish salespeople to "find the customer's pain." This can be valuable, since relief from pain is most certainly a motivation for buying. But are you missing out on Read More

In many ways, questions are at the heart of the selling process. Great sellers ask great questions. Mediocre sellers don't. Here are 25 great sales questions. While not perfect for every selling scenario, each is perfect at Read More

Am I incorrect, or does it seem like some, even many, who make their living selling are not thirsty for knowledge, are not sufficiently curious about their customers, are not passionate about learning how to improve? Am I wrong? Read More

Your choice of language can help determine the outcome of a sales interaction with your prospect. Read More

The vast majority of salespeople working today don't want to be high pressure sellers. In fact, some have a fear of using pressure to gain sales and avoid assertive, professional selling techniques because of their hyper-sensitivity to high pressure selling. Read More

Sometimes my personal life as a husband collides with my professional life as a sales trainer and consultant. Here's a great example. Read More

Everyone in business has at list minimal understanding of their market, but do you really understand yours? Read More

I hereby proclaim today a "Fearless Friday." Be fearless today! Read More

Is it something broad, like "retail selling" or "telesales?" Or is it something specific, such as "Getting customers to see the investment potential in our ABC mutual fund," or "Adding Read More

Do you notice any of these trends? What can be done about them? Read More