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Do it yourself is great for deck and porches, not sure it works so well in court or training, what do you think? 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

There is often a fine line between brilliant strategy and unethical business, it usually comes down to intent, character and the tactics used to achieve their goals. Read More

Are you speaking poorly about your competition? Is your competition bashing you? I've known people who believe in creating doubt in the prospect's mind by pointing out a competitor's weaknesses. On the other end of the spectrum. I've known people who believe the exact opposite. They choose not to say anything negative about the competition— 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

One way to avoid an end of quarter rush is to ensure that you start something new every day. Like the old song said, Miss the Start, Miss the End! Read More

A couple of weeks ago, I posted a reader Q & A regarding lead conversion and engaging prospects who are “just looking.” In addition to highlighting reader comments, I also promised everyone that I would share my own ideas if I found anything missing. There's just one tip I would like to add. It's very simple, but critically important! 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

We have a winner in the latest So You ThinQ Can Sell Contest. Congratulations to Mark. Find out what got Mark the most votes, as well as the actual solution used by the real team the contest was based on. Read More