I’ve spent a lot of time on airplanes over the past 30 years flying to client training programs and sales meetings. Still do.  As a result, I’ve...
Questions to Ask to Get Your Competitors to Sell You
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Picking Just the Low-Hanging Fruit is Lazy Selling
Some sales reps make a career out of just going after the low-hanging fruit, not really uncovering, cultivating, developing and growing...
What’s Missing in this Cold Call Opening Statement?
Here's a cold calling opening statement suggestion I read in an online article. It's no wonder so many people get beat up on the phone when they try...
Success Story from a Sales Pro
I love to hear your success stories and specific techniques that work well for you. Here is one from a fellow reader who used the ideas from the ...
I Was Manti Te’o, With My Own Lennay Kekua Prospect
How could such an odd thing happen? Manti Te'owas a smart Notre Dame student, who also is one of the best college football players in the country....
A Simple Way to Answer Objections
The simplest techniques can be so effective. Especially as it relates to dealing with resistance and objections. No need to "rebut" the objection...
Social Selling Tips That Really Help You Sell
Attaching the word "social" to just about anything is trendy... social media, social networking, and, social selling. It can be dizzying figuring...
The Most Important Skill to Focus on This Year
At the grocery checkout stand yesterday, the friendly clerk asked the question that I know they are trained to ask, since I've heard it hundreds of...
Are You Missing These Buying Signals?
I saw an article in the real estate section of the paper that dealt with buying signals. The piece explained the signs to watch for from prospects...