If you want to be a successful sales person and to close the deal, very important part is to be in front of your customers at the exact time when they are on the market for goods or services. You can find companies they are on the market now, or you can put them in [...]

My first book Trigger Events is now available on Kindle – get your copy today! (Earlier this week my latest book Selling IS Better Than Sex became available on Kindle too – get your copy today!) Did you know that 40% of sales forces will miss their quotas this year; four out of ten salespersons [...]

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in the equation of success, but it [...]

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, [...]

Your mission as a sales person should be to find companies that have immediate wants and needs.  This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create the opportunity and trigger the sales for you. Opportunities are [...]

Do you know what 20 million sales people and $20 Billion have in common? US companies spend $20 Billion on lead lists every year for 20,000,000 salespeople to help them close deals. Here’s the insanity! More than 70% of those leads never make it past “Hello” because the salesperson can’t develop rapport in that first [...]

A Blog (short for web log) provides commentary or news on a particular subject such as food, politics, or local news. A blog can be private, as in most cases, or it can be for business purposes. Blogs, either used internally to enhance the communication and culture in a corporation or externally for marketing, branding [...]

Imagine that you will be having a baby in two weeks. While turning around in your home, what will you see? You are missing the crib, blankets, diapers and everything else that is needed for the new addition to your family. Won’t you need everything right away? You have an immediate need and must take [...]

Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are looking [...]

In my previous article I was talking how If you live by price – you will die by price. Let’s talk further about how to close the deal without discounting. If you base your offer on your price only, there is a good chance that someone will have lower price than you, or you can [...]