As a salesperson, it is your mission to discover exactly what your customer requires by asking the necessary, most pertinent questions. The process of discovery is of paramount importance in your selling career and learning to ask the correct questions is a very necessary skill to acquire. Only when you have discovered what it is [...]

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 [...]

You’ve probably heard of my book, “Trigger Events – How to Find Your NEXT Customer.” It’s the book that helps sales people easily differentiate prospects from suspects, gives them a new set of tools to find new customers who are on the market today, and makes them successful by using 21st century resources to close [...]