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Is your investment of time in new media giving you a valuable return? This is the question that has come up in Google+ circles and Facebook groups over the last few weeks. Time passes at the speed of light on social networks. A few shared articles, comments, and “Poof!” A few hours are gone! Read More

Getting out of our comfort zones and meeting new people can be stressful and awkward. Liz, recently asked for help with opening lines at business events. Why are we so uncomfortable about being ourselves? I don;t have the answer to that question, but I do have a couple of tips in this short post... Read More

Are your sales and marketing messages achieving the results you desire? Are you having a difficult time making quality new business contacts? The words you choose can turn a prospective client off before you get out of the gate. Read More

When asked “What do you sell?” my answer is “I don’t sell, I develop relationships, many of which happen to turn into business.” [...] Read More

How we answer and respond to our customer defines us, our personality, and personality to them. While we size up the possibility of making a sale, our customer makes the important decision to do business or not do business with us. There is one word we salespeople should avoid. Read More

The battles over price are as old as selling. Can you picture the first dirt farmer negotiating for some livestock? Learning how not to flinch when a customer claimed “Your price is too high” took mentoring and practice. When I finally understood that price complaints are to be expected and a sign Read More

Getting people to laugh helped me close more deals than every other method combined. Steve and I were negotiating our first deal. He was pushing me to the wall for a big discount. First, I was unwilling to cut my price. Second; I didn’t need to, because he had already made the emotional commitment Read More

Imagine you’re running a retail shop. Twenty or thirty times a day, your front door opens and the entry bell rings “ding-ding.” You trace the path of depressions in the carpet and see products shuffled around your shelves. Most of these journeys through your store end with an invisible departure. T Read More

The importance we place on first impressions overshadows our last impression. Most people dress and check their front and maybe a side view in the mirror. Because we don’t have eyes in the back of our head, we pay little attention that side of ourselves. But it’s the last thing people see when [... Read More

I’m a recovered “objection killer.”

99.9% of sales attempts meet objections. In the early days of my sales career, I trained to exterminate objections on sight. Unfortunately, the “you have a problem, we have the solution” method undermined my customer’s real concerns and killed many sales for m Read More