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Sales people need to change their approach from "all or none" to "I can can add to that". By working on being enhancing rather than changing, you can settle buyers concern by putting the focus back on the issue rather than the transaction. Read More

The role of the professional salespeople continues to change, and it continues to require more critical thinking and creativity. In order to succeed in sales, professional salespeople need to be resourceful, and they need to bring their creativity, their imagination, and their ability to identify and manage resources to bear on their prospect and customer’s challenges and opportunities. Read More

Enthusiasm transfers emotion from the salesperson to the prospect, right? Enthusiasm is contagious, yes? Enthusiasm breeds more enthusiasm, correct? Enthusiasm sells, doesn't it? Or does it... Read More

Initiative is the ability to take action proactively. It means taking action before the action is required or necessary. Being a professional in sales requires many attributes, and Initiative is high on that list. It is a defining attribute of professionalism, and it creates opportunities that otherwise wouldn’t exist. Read More

Leads have much more value than most sales reps will acknowledge. They would rather move on to new leads than to the things needed to maximize the opportunity presented by good leads over time. Read More

All of them pester, and all of them lose my business. Yet, they keep trying. They know if they can effectively follow up, they're likely to become a repeat customer who will bring you a steady stream of revenue. How can a small business balance the need to maintain a connection to their customers without crossing the line into annoyance? Here are 5 tactics for doing just that. Read More

Yesterday’s post on competitiveness in salespeople brought three comments, all of which require more than a response in the comments section under the original post. Ponder these thoughtful comments. Then act accordingly and fight like Hell. Read More

Selling is no easy task, and in a down economy, getting people to part with their hard-earned money presents an even greater challenge. Bob Burg and John David Mann, co-authors of "The Go-Giver," suggest approaching sales as an effort of giving, not getting. Read More

Most of us have had an idea that we believe will turn into a viable business. The trick is to make sure that it is actually that - viable - before investing considerable time and money into it. Read More

Think American Idol is just for kids? Think again! Here are three important business lessons you should have learned while watching American Idol. Read More