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Some people are just a bit too serious when it comes to selling, even if what you are selling is something big and important. Humour is key to human interaction, and if you believe that people buy from people, you need human interaction, you need humour Read More

One of my BizSugar friends, Susan Oakes of Marketing for Business Success, took me to task for my use of Expert in 8 Ways to Become an Expert in Internet Marketing. Our discussion, available here on BizSugar, centered on whether being an expert is necessary in all cases.

Her question really got me thinking Read More

Too many salespeople mistakenly believe that asking for commitments that either advance or close a sale are hard sell tactics. Most salespeople have never been exposed to hard sell tactics, and neither have their clients. The hard sell requires an emotional leverage that you rarely find in business-to-business sales Read More

Sales professional is someone who invests in his knowledge, who reads magazines and web portals dedicated to sales people and attends seminars and conferences. A sales person who follows the trends understands how essential it is to improve him personally.Professionals are ones they know how necessary this is to start selling more. And of course – they are the ones who are earning more Read More

You know the old saying that nothing happens till something is sold. Well no sales happen without prospects. And those that make the most sales are the ones who most proactively prospect. Here is your chance to be part of that elite proactive group.
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Buying is becoming more of a team sport as more decisions are being made by two, three or more people. Sales people need to increase their team coverage and sell everyone, Zone-to-Zone Read More

Every prospect has a unique story. Their needs might sound similar on the surface, but when you dig deeper, you’ll gain inside information and improve your chances of winning the deal!

Let’s put your ability to uncover opportunities to the test.. Read More

From time to time, everyone is late for an appointment. But being habitually late for appointments is a serious problem and one that present your dream clients with an impression of you that will cost you and your company business Read More

Many of the reasons that deals and opportunities are lost are due to some seemingly small mistakes. But small mistakes made as the result of ignoring the fundamental principles of selling effectively produce disastrous losses later. Losses that might have easily been prevented Read More

If you think the concept of “FREE” has run its course and no longer motivates buyers… Think again!

You too can use “FREE” to your advantage.. Read More