On choosing happiness — will you treasure it now?

Happy New Year! Or is it? People wish it to you, to me — all the time.So, how happy are you right now?...

I know you love your business, but do your customers?

What’s the “RAP” on you and your business? What do you mean you don’t know? You created it!Just ask Mother Google. She is standing...

Why hire an athlete? Because they know how to score!

Everyone wants to hire the best person for the job. I do, too.Here’s a concept: Hire an athlete. It may help you as an...

The science of the sale, the art of doing lunch

Let’s do lunch! Well, let’s do lunch the right way.Too often, salespeople think getting a lunch appointment is the victory and don’t concentrate on...

What’s your ‘type’? Mine is ‘sales successful’

Everybody talks about “types” of people to figure them out.Salespeople are all taught to mirror, model and typecast their prospective customers. Big mistake. It’s...

For the love of sales — and not for the love of money

Do you love sales? Do you love what you do? Do you love your product? Do you love your company? Do you love your...

Do you have the character and characteristics for sales success?

Here is list of sales success characteristics.They represent the elements of what will make a salesperson successful.But here’s the secret — before you make...

Before making the proposal, you’d better make the sale

“Sounds good. Send me a proposal.” How many times have you heard that? Too many.So you run back to your office, put together a...

The risk of 9 to 5 and the reality of before and after

Ninety-five percent of all salespeople try to fit their sales day into a normal workday. They want their day to be from 9 to...

When it comes to dealmaking, lack of confidence will cost you

You want the deal badly. You need the business. You suspect that your price is too high to begin with.So what do you do?...

Don’t ‘close the sale’ — all you have to do is ask for it

Seems too simple: Just ask.In most cases to get the sale, at some point you must ask for it. “Yes, Jeffrey,” you say, “but...

What would Ben Franklin think of the ‘Ben Franklin close’?

The Benjamin Franklin close (also known as “the balance sheet close”) is one of the classic old-time sales tactics used to “close a sale.”Never...

I’d rather have no sales advice than bad sales advice

I can’t help it. I recently read some bad sales advice, and I gotta say something. I’ll try to keep it positive, but my...

Lost on the road to success? Ask Jim Rohn for directions

Sales sick? Take two Jim Rohn (lessons) and call me in the morning.One of my most respected life influencers was Rohn. Considered America’s foremost...

Driving for sales success? Jim Rohn supplies the fuel

The root of your sales success lies in your sales philosophy. How did you develop yours?Mine came from a combination of home environment, books,...

5.5 keys to naming your product’s price with confidence

The price of whatever you sell carries with it a discomfort for most salespeople. They’re hesitant to bring up the price because it’s the...

I know you love your business, but do your customers?

What’s the “RAP” on you and your business? What do you mean you don’t know? You created it!Just ask Mother Google. She is standing...

Is it a lead or a referral? Hint: Referrals are much better

Having attended several networking events, I have heard the terms “lead” and “referral” bantered around.Which would you rather have? Referrals, of course. It’s the...

Turn your ideas into action to have a great year

Everyone wants to have a great year, and many start with a flurry.Problem is that many can’t keep up the momentum or maintain the...

Sell like you did as a kid: 100 percent closing ratio

Think back to your selling ability when you were a kid.That statement no doubt brought a big smile to your face. The toy you...

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