Developing meaningful relationships is more than simply being friendly.  A true business relationship requires you to know and understand a customer’s visions, desires and fears. Action Step Take the time to understand your client’s business and its processes. Listen to your client as he discusses his goals and his dream to take his business to [...]

Your persistence may get you that first client meeting, but the ideas you propose about how to improve their revenue or business situation should be your strongest selling points. Once you have a foot in the door, use the opportunity to the maximum. The focus should be on the benefits and value to be derived [...]

The secret of being successful is the ability to transmit your energy, enthusiasm, and emotions about your product or service to the mind of the customer. If you fail to do that, you will not sell. Sex desire is the most powerful of all human desires. If you can learn to transfer all the energy [...]

Remember this – when customers are asked to define relationship, they discuss things such as how a salesperson can bring value to their companies. Do you add value to your customer’s business? Or are you simply another salesperson to be reluctantly contacted when there’s a need for a new product? You can stand out from [...]

Earlier this year I have posted a video Did you know? This is another official update to the original “Shift Happens” video. So what does it all mean? The 21st Century changes the rules of engagement. Business world is changing daily, and if you are not at least trying to keep up with the changes, [...]

The salesperson who wins is the salesperson that goes in to win, and no person can go in to win if he or she does not prepare in advance to win. Action Step An athlete cannot expect to win a race if he has not trained for that race. The same applies to sales. If [...]

Business can be fun and should be fun. Love what you do and do what you love. It’s about passion…it’s about creating the pathway for your own success and doing it with enthusiasm and zeal. In my previous post I gave you 10 reasons why why I believe selling is even better than sex. Here [...]

Patience and self-control are admirable and indispensable tools that you will need in order to maintain high levels of service. The business that you don’t get today might just come through to you tomorrow, as long as your prospect has been impressed by your knowledge, dedication and professionalism. Action Step Be confident in your ability [...]