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Today is day 12 of the 28 Days to Better Selling. Following the theme of prospecting and client development tools the next two days are about Twitter for Sales People (and any other business person for that matter.) how you start using is Twitter is key. You're joining a community and introducing yourself effectively can help you build brand an Read More

We need to be more accommodating to prospects in how we communicate with them. Read More

Thanks to MRIs, we now know what's going on in the brains of shoppers. Read More

Sometime a bit of truth injected into a conversation with a prospect can dramatically change the direction of the conversation. At times even in your favour. Usually you have little to lose. Read More

As a sales leader you must focus on what you can control in times of crisis Read More

There is nothing more annoying than putting effort in a prospect to then end up following up with no effect, but procrastinating and delaying is detrimental to both the seller and the buyer as it wastes time. You may not notice it but you are expending energy that could be saved quite easily. Read More

The difference between good selling and bad selling in some ways comes down to your objectives and how well they are aligned with those of the client. Read More

Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person... Read More

An interview with Don Gabor, author of the new How To Turn Small Talk into Big Deals. Read More

Today's focus is on listening. A big part of being good at all the steps in the sales process has to do with listening and being totally present. I have put together (in PDF format) a brief self-assessment on listening for you to complete. A big part of being a successful communicator is self-awareness. Take time during and after this assessment Read More