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OK, here we go again… Doesn’t matter what they sell or what their SIC code is, ALL of your customers are in the money-making business. It makes good sense to speak to them in the language they care about most Read More

Selling successfully requires the confidence of believing in your ability to create value for your dream clients. But it doesn’t mean you should disrespect your competition by underestimating them. If you would beat them, show them the respect that they deserve Read More

In a world where precept ion is reality, you need to focus on both quality and delivery. While it may not harm them in the long run, Apple's response to issues with the iPhone 4, is not a good example of dealing with precept ion in the face of reality. Read More

Customers need things. Thank goodness for that, because if they didn't, commerce would grind to an abrupt halt, along with all salespeople's careers.

Consumers need books, TVs, furniture, education, massage, barbecue grills, security systems, trees, orthodontics, replacement windows, hair replacement, bass boats, facelifts, vacations to Italy, jewelry, and thousands of other products which we, as sales professionals, are always happy to sell to them. But when we focus on only our products, we can lose sight of the emotional foundation of these customers' needs. Read More

Your best, most interesting, and most profitable dream clients are already taken. Work on these dream clients anyway, and avoid prospects that easier to penetrate but where no value can be created and none captured Read More

Here’s my contention: Finding yourself frequently acknowledging, “I don’t know,” is a signal that you have become a superior sales rep Read More

While you are sleeping, there are changes occurring that will impact your future and your success as a salesperson. Can you afford to sleep Read More

Having the pipeline filled with the right things in the right proportions will give you choices should you encounter a challenging prospect. If you have a thin pipeline, few opportunities, less than was your conversion rate suggests you should have you will have choice and options removed from your control Read More

Buzzwords and marketing lingo do not mean you are qualified. When you call a potential buyer, reduce the talk time and noise by introducing what you have and whom you’ve worked with, just like you would on a resume Read More