If a business cannot sell its product then it will flat on its face in next to no time. Ideas, marketing, and advertising all have their place, but they all take a back-seat when it comes to the hard and fast art of simple selling. If you want to be a better salesperson personally, or [...]

Whether you love your sales job or not, you have the choice to do it well, or not; to be fully involved or to back away; and if you adopt the attitude of choosing to do your work well, you will find so much joy in the job itself! Choosing to do your work well [...]

Few months ago I did a little investigation to see how salespeople succeed in arousing interest. I was standing in the sunglasses store one evening and watching sales people in action. A woman walked up to a girl and asked:  – “Do you handle ladies’ sunglasses?” – “Yes,” she replied. – “I would like to [...]

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 [...]

The world’s oldest profession involves selling. One might even argue about which came first – the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun. Some people might like to argue that selling is not better than [...]

I am sure you have heard about salespeople earning $200-300k, a million or even more. Do you think this sales person is better than you are? They are not much different from you; they are not geniuses or impeccable experts in their field. They probably don’t know much more about their products or service than [...]

Before you begin to sell, you will need to decide who you’re going to sell to. This means finding your Target Market. If you know who you’re selling to, you immediately have the advantage of being focused on a specific market and knowing who and what you need to research. In your search for a [...]

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 [...]