I was waiting in an unusually long checkout line at Walgreens. Instead of checking email to pass the time I watched the guy in front of me. He had...
Asking About Their Budget LOSES Sales
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Relationship–and Sales Advice
While pouring myself a cup of coffee in the break room of a company where I was doing some onsite training, I couldn't help but overhear two women...
Little Things You Can Do That Have Huge Impact and Keep Customers Buying
A few months back I asked for examples of what you do to get through to decision makers. We got some great ideas and best practices and compiled...
What I Learned About Sales on a Houseboat
I recently had an opportunity to really study human interaction. Up close. For an extended period. I was on a houseboat trip to the amazing Lake...
Donald Trump’s Sales and Success Lessons
Donald Trump. Just the name itself sets off a variety of polarizing emotions and opinions. Regardless of how you feel about him politically or...
You Know HOW to Do This, But How Well DO You?
In an interview with a senior HR director at a large firm, he lamented that although he had plenty of jobs to fill, his main issue was with the...
Dumb Prospecting Examples
I really shouldn’t be amazed, but I still am. After over 32 years in business, just when I think I’ve seen just about every bad example of...
Assume and Ask–Don’t WISH–for the Sale
I'm having some work done on my house and had a contractor come out to do an estimate. The woman asked great questions, took notes, made some...
Responding to “I’m already buying from someone”
An Eloan.com TV commercial showed a real estate agent asking her new homebuyer customers, "So, have you shopped for your mortgage yet?" The wife...