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Successful selling requires sales behaviors that yield the desired results.Sales behaviors are determined by both knowledge and self-talk. Once knowledge is present, the salesperson's self-talk can either lift a salesperson to a new level of sales achievement or can act as a limiter on career and income growth. Read More

Small retailers should avoid rushing into top-to-bottom price cutting and focus first on thinking through a discount strategy. Some discounts can come back to bite you over the longer term if you’re delivering goods or services at a substantial loss, and customers start to expect the lower prices as status quo.

Offering discounts involves much more than sticking a “Sale” sign in the window. There’s a right way and wrong way to approach it…and promote it. Read More

There is an enormous difference between respecting your client and being subservient and fearful. Salespeople who fear losing choose to be subservient and fearful, and by doing so, they lose their dream client’s respect and their opportunity Read More

Once you begun to pursue your dream client, you cannot afford to disappear. Even when you get another big dream client engaged, you must continue your unrelenting, value-creating pursuit. You cannot disappear for months on end without having to rebuild the credibility and trust you gained by our sincere interest before you disappeared without starting over Read More

Referrals are the best way to help grow your business; here are 7 tips to help you grow sales with referrals. In additions there are 8 places to look for referrals Read More

Referrals are the best way to help grow your business; here are 7 tips to help you grow sales with referrals. In additions there are 8 places to look for referrals Read More

Selling in today's business climate is more challenging then ever which means you need to upgrade your selling skills. Here are two strategies you can use to achieve that goal Read More

The vast majority of sales proposals suck. Most sales people don't write great proposals and lose business as a result. Here are 10 strategies that can help you create proposals to close more deals and capture more business Read More

Forecasting in sales is tricky business. Using the standard forecasting rule of increasing the odds of winning as a deal progress isn’t accurate and contributes to many missed forecasts. Ask the questions and study the evidence to produce better forecasts . . . and to do something about winning the deals while there is still a chance of doing so Read More