Little Things You Can Do That Have Huge Impact and Keep Customers Buying

Customer Service

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 many of those into a free ebook. (Get that here if you haven’t already). Not to be overlooked is how to continue building...

Recognize Any of These Annoying Communication Habits?

Telephone Voice, Uncategorized

In today’s constantly-connected and always-communicating environment, why is it that–it seems to me, anyway–communication skills are worse than ever? Perhaps it’s because of the texting, tweeting, Facebooking, Instagramming, emailing and...

Billy Joel and Elton John: Sales lessons from their concert

Sales Vocabulary

I had the opportunity to see the Rolling Stones kick off their US tour in San Diego a few months ago. What was most mind-blowing was how Mick Jagger at 87–or whatever he is now–bounced around stage like he did when he was 30. Great concert overall. But one...

Asking About Their Budget LOSES Sales

Price and Value

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 just a couple of items in his basket. Then he noticed the “As Seen on TV” rack to our right. You know the one. His eyes...

Relationship–and Sales Advice

Closing, Following Up

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 in a spirited conversation. “Yeah, he just couldn’t make a commitment.” “Oh, I hate those...