Paint a Picture of Your Sale
July 06, 2009, 7:00 AM
The faint aroma of an expensive cigar hung in the air as the salesperson strode quickly into the office. The antique mahogany desk sat imposingly almost 20 feet from the door. The sleek custom-built credenza was a shrine for the ...

If I Could Just ____, I Would Take My Business To the Next Level
June 25, 2009, 9:05 AM
This was a tweet on Twitter by Scott Ginsberg (known on Twitter as NameTagScott) I like the question, so instead of asking it further - which you can answer on your own - I'd like to talk about "part II" ...

Open So You Can Close
June 22, 2009, 7:30 AM
Why is it that so many salespeople choose to focus on learning new closing skills? I think they’re wasting their time. If you find yourself focusing on how you're going to "close" your customer, you may be making selling harder ...

Grow Business in Three Innovative Ways
June 20, 2009, 9:35 PM
In this economy we need to look at our business periodically with a fresh set of eyes. Recently I wrote an article about three ways to grow your business ...

Less than 100
June 10, 2009, 2:35 PM
As I left for school each morning, my mother would say goodbye to me. If I were having an exam that day she would add, “And don’t come home with less than 100.” Does that sound kind of harsh in ...

Monday Video Sales Tip: Got Confidence?
June 08, 2009, 7:30 PM
This is a great reminder to focus on your confidence level. Yes, you might be a confident person - but are you confident of the value that you are offering with your product or service?

Sales Is Not a Numbers Game
May 28, 2009, 5:25 PM
There’s no democracy in prospecting. All prospects are not created equally. Some are more valuable than others. Why? Some are more likely to buy from you. Some salespeople kid themselves and waste a lot of time on some prospects while ...

Let's Meet
May 20, 2009, 7:10 AM
Next to "I'll buy" the words "Let's meet" are probably the most exciting words to a sales professional. Getting to hear those words from your prospects might be one of your sales challenges. I’ve been working recently with several clients ...

Using Social Media to Support Sales
May 14, 2009, 9:20 AM
With great pleasure I heard social media and brand expert Steve MacDonald present to a room full of small business owners and entrepreneurs on how to leverage social media and use a megaphone (the web) to help get your message ...

My Bad!
May 13, 2009, 9:35 PM
What happens when you make a mistake? You won’t be the first salesperson that does something you regretted later. It doesn’t have to be the end of the world. Here’s how to make lemonade out of lemons.