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The author suggests that sellers should work on skills that they already possess in great measure. Read More

The author describes the steps a caller should have taken to improve his odds of getting a job in media sales. Read More

A misguided attempt by the author to compare the need to qualify leads to the noble effort by Republicans in the Senate to keep pork out of the stimulus package. Read More

The author encourages readers to download a free e-book from www.salesbloggers.com. The book - entitled "How to Sell More by Reducing Risk" is the product of nine well known blog authors. Each author brings his own unique perspective to the same topic. A must read! Read More

Objections aren't something to be "overcome" according to the author. He suggests that sellers work their way through objections by clarifying them. Furthermore, if conditions are met by the seller, he has to know that he'll end up with an agreement. Read More

The author believes that prospects make comments that can be classified in ways other than "objections". He discusses ways to deal with each. Read More

The author describes lessons learned from a belligerent salesperson. Read More

The author describes ways burnout and what to do about it. Read More

The author describes the critical steps in building trust and credibility during a very short sales relationship - a relationship he dubs "the micro relationship". Read More