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...
Little Things You Can Do That Have Huge Impact and Keep Customers Buying
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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...
What to Do When They are Not The Ultimate Decision Maker
A training client emailed me with this scenario. Perhaps you've run into something similar. The rep, Kim,  had a prospect, Karen, who agreed that...
Don’t Be Like the Seahawks. Be Sure to Finish
Baseball season has just started, it will happen almost daily. The Masters was just completed a few weeks ago... it has happened there a number of...